RevOps Roundup: Week 24, 2026

Blog Posts:

Goodhart's Law in GTM: When Your North Star Becomes the Reason You Miss

By: Revsure

Are your key GTM metrics actually helping or quietly sabotaging performance? Goodhart’s Law — when a measure becomes a target, it ceases to be a good measure — explains why many revenue teams hit their numbers but miss real growth.

This insightful article explores:

• How over-optimizing on single metrics (like activity volume or win rate) distorts behavior
• Real-world examples of misaligned incentives leading to poor outcomes
• How to choose and balance multiple north star metrics
• Practical ways to build measurement systems that drive sustainable results

To avoid metric traps and build healthier GTM systems, read the full article here.

From Scaling Labor to Scaling Trust

By: Knowwell

What changes when expertise moves from people into systems? This thoughtful piece examines the shift from traditional labor-scaled businesses to trust-scaled organizations in the age of AI.

Key themes discussed:

• How encoding judgment rules into systems creates persistent expertise
• The difference between scaling labor and scaling trust
• Real examples from client reporting, status updates, and QBRs
• Why accountability and human oversight remain essential

To understand how to scale trust alongside AI capabilities, explore the full insight here.

The best predictive sales intelligence platforms for 2026

By: Outreach.io

Most sales intelligence tools still stop at providing data instead of driving action. This guide evaluates the top predictive platforms and what truly moves the needle in 2026.

The comparison covers:

• How leading platforms turn signals into execution workflows
• Strengths of Outreach, Cognism, LinkedIn Sales Navigator, Bombora, and others
• The importance of integration depth and AI agents
• How to choose the right tool based on your sales motion

To select the right sales intelligence platform for your team, read the full guide here.

[Back to Top]

Podcast Episodes:

CRO Stories: Good Revenue, Bad Revenue, and the Churn That Helps You Grow with Jackie Rousseau-Anderson

By: GTM Science - A show for GTM and RevOps leaders

Not all revenue is good revenue. This episode with Jackie Rousseau-Anderson explores how intentional decisions around customer segments and churn can dramatically improve profitability and growth.

Main topics covered:

• Performing gross margin analysis by segment
• Behavioral segmentation and knowing when to walk away
• Restructuring comp plans to reward quality revenue
• Achieving higher net retention by shedding unprofitable business

To learn how to focus on high-quality revenue, listen to the full episode here.

How Misaligned Software Metrics Ruined B2B Sales and How to Fix It with MK Marsden

By: The CRO Spotlight Podcast

Misaligned metrics and software tools have contributed to declining trust in B2B sales. This conversation with MK Marsden diagnoses the problem and offers a path forward.

Key discussion points:

• How volume-based metrics eroded buyer trust
• The damage caused by treating complex sales as isolated events
• The need for better sales intelligence before conversations
• Restoring long-term value and relationship building

To understand how to realign metrics with effective selling, listen to the full episode here.

Building High-Performing Remote Teams: Lessons from Mariel Argonza

By: RevOps 500

Scaling high-performing teams in a remote or hybrid environment presents unique challenges. This episode shares practical lessons on leadership, culture, and operations.

The conversation covers:

• Key principles for building trust and accountability remotely
• Common pitfalls when scaling distributed teams
• Tools and processes that support strong performance
• Lessons learned from real scaling experiences

To improve how you build and lead remote revenue teams, listen to the full episode here.

Webinars:

Sales Comp
Week 2026 (3-Day Virtual Summit)

By: RevOps Co-op ft. Everstage

Compensation remains one of the most powerful (and dangerous) levers in revenue organizations. This event week dives deep into modern sales compensation design and strategy.

Topics include:

• Designing plans that align with business goals and rep behavior
• Handling complex motions like consumption and hybrid models
• Common pitfalls in comp planning
• Best practices for implementation and communication

To stay ahead on sales compensation strategy, join Sales Comp Week here.

Beyond the AI Agent Hype: How Cribl Automated Executive Reporting

By: RevOps Co-op ft. Rollstack

Executive reporting is often manual, time-consuming, and error-prone. This session shows how Cribl automated their executive reporting while maintaining accuracy and impact.

The discussion covers:

• Challenges with traditional executive reporting processes
• How automation and AI can transform reporting workflows
• Best practices for building trusted automated reports
• Lessons learned from real implementation

To see how to automate executive reporting effectively, join or watch the recording here.

[Back to Top]