by Amy Cook | May 22, 2026 | Sales
With 84% of sales reps missing quota last year, revenue leaders are looking upstream at the planning decisions that set their teams up for success or failure. Sales capacity planning stands out as one of the most critical decisions, yet teams consistently overlook it....
by Amy Cook | May 22, 2026 | Sales
Only 45% of sales leaders are confident in their organization’s sales forecasts, according to Gartner research. More than half of revenue leaders are making critical decisions about hiring, territory design, and resource allocation based on numbers they...
by Amy Cook | May 22, 2026 | Sales
Nearly 75% of reps expect to miss their quotas this year. And according to Fullcast benchmarks, 78.3% of sellers missed quota in 2025. That’s not a performance problem. That’s a planning problem. The root cause isn’t underperforming sellers or weak...
by Amy Cook | May 20, 2026 | Sales
Most revenue teams make targeting decisions based on data that’s already stale. By the time your CRM updates an account score, the buying window has shifted. Reps chase low-intent accounts while high-value opportunities slip through the cracks. The cost of that...
by Amy Cook | May 20, 2026 | Sales
In industrial settings, autonomous inspection systems monitor thousands of miles of physical pipeline infrastructure without human intervention, catching micro-fractures and pressure anomalies before they cause significant damage. Revenue pipelines benefit from the...
by Amy Cook | May 20, 2026 | Sales
Sales execution is changing faster than it has in decades. Teams deploying AI agents are seeing 81% revenue growth while reclaiming hours previously lost to manual coordination. But agent-driven sales execution isn’t just about adding AI tools to your tech...
