In this episode Dan walks you through the exact framework he uses with Series B and above companies to diagnose the true health of their revenue organization.

He calls it the "State of the Revenue," and it's the clearest, most actionable way to know what you're dealing with — and what to do next.

If you're a sales leader, head of sales, CEO, or founder wondering where to focus right now, this episode is your starting point.

Chapters:

00:00 — Intro: what is this episode about

00:39 — What is the "State of the Revenue" and who it's built for

01:07 — The Sales & Marketing Magic Number: your first efficiency checkpoint

01:48 — Pipeline generation vs. quota attainment

02:15 — Spans of control and employee attrition

02:50 — The 5 sources of pipeline and the benchmarks for each one

04:50 — Why employee engagement data is the final piece of the puzzle

Here is a link to the framework Dan talks about.

Want Dan's team to run this diagnostic for you? Book a meeting.