Category: Playbook
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Quota Setting That Doesn’t Backfire: A Sales Ops Perspective
Best practices for quota planning across different growth stages Setting quotas is one of the most high-stakes levers in Sales Operations. When done right, quotas motivate performance, align strategy with execution, and drive predictable revenue. When done wrong, they lead to missed targets, burned-out reps, and broken trust. At different stages of company growth, quota…
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Your First 90 Days as a RevOps Leader:
A Tactical Onboarding Framework Stepping into a new Revenue Operations (RevOps) leadership role—whether you are new to the organization or newly promoted—is both exciting and high stakes. You are expected to drive impact quickly, align GTM functions, streamline processes, and deliver clarity in the chaos. But without a focused approach, it’s easy to get buried…
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The RevOps Playbook for Annual Planning
Aligning GTM Metrics, Budget, Headcount, and KPIs Across Teams The annual planning season can either be a strategic launchpad or a slow-moving storm of misalignment. For Revenue Operations (RevOps) leaders, it’s a defining moment—one that can shape how efficiently your go-to-market (GTM) engine performs all year long. When done right, annual planning creates cross-functional clarity,…
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Goal Setting
In this blog, we will examine performance management tools and discuss what may or may not work for your team(s), as well as the different purposes each serves. Here is a clear breakdown of definitions, differences, and how to use them together: 🔍 Definitions of the most commonly used terms in business today OKR (Objectives…
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The 5 Dysfunctions of a Team — And How to Overcome Them
In this blog, I want to focus on why collaboration can fail. I want to examine the reasons your team can fail. Even the most talented teams struggle when foundational dynamics break down. Patrick Lencioni’s well-known model, The Five Dysfunctions of a Team, highlights the hidden pitfalls that can derail collaboration and performance. I want…