In this episode, Sahil Mansuri, the Founder and CEO of  Bravado, a network of over 70,000 sales professionals, discusses how yesterday's Quota and Compensation models are not relevant in today's, customer-centered world.

Sahil shares his insights and perspectives on why sales compensation and quota setting needs to change.  These insights have been developed from his experiences as a top salesperson, VP of Sales, Founder/CEO, and early-stage investor.

Topics covered include:

Why is the average tenure of a salesperson < 12 months and a VP Sales < 8 months?

Why do < 50% of sales professionals hit quota?

What are the roles of Product, Marketing and Sales defined for optimal success?

Has the level of specialization negatively impacted the customer experience?

Are there just too many SaaS companies in each market segment?

What role does the CEO play in ensuring the revenue plan is reasonable?

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In this episode of Metrics that Measure Up, our guest - Jason Reichl, CEO of Go Nimbly answers a wide variety of questions on the evolving function of Revenue Operations.

Topics include why Revenue Operations should own their own quota number, how revenue operations will increase ARR Growth by 10% - 26%, and why Jason believes that Revenue Operations will be to customer experience and ARR growth what the Agile methodology was to software development and how lean manufacturing transformed the automotive industry.

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Martyn Lewis, author of How Customers Buy and Why They Don't: Mapping and Managing the Buying Journey DNA shares his insights from interviewing thousands of buyers.

Martyn shares how The Buying Journey trumps the Sales Process, and that Buyers do not typically buy logically or rationally.

Other topics include why your value proposition is just not enough and assuming that you understand the buyer journey is so dangerous.

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Sales Development is a rapidly growing professional for early career professionals in the B2B SaaS industry.

David Dulany, founder and CEO of Tenbound was an early industry thought leader for Sales Development in the SaaS Industry.

In today's Metrics that Measure Up, David and Ray discuss findings from their recent research that highlights how the Sales Development function has changed since the initial impact of COVID-9

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During the very first session of the Metrics than Measure Up podcast, Ben Murray - The SaaS CFO shares his insights and perspectives on the RevOps Squared KPI Framework and the Five First KPIs.

Ben provides his feedback on how SaaS companies can take advantage of Key Performance Indicators like Rule of 40, CAC Ratio, Gross and Net Dollar Retention, Gross Margin, and Customer Lifetime Value to CAC to make smarter, more timely decisions.

Come learn on when and how to use metrics that measure up to increase the Enterprise Value of your B2B SaaS company.

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