Misaligned sales incentives often erode margins and forecast reliability in professional services-heavy businesses. This post identifies six warning signs that incentive structures undermine proserve outcomes, creating friction across sales, delivery, and account management.
The discussion flows through common issues: siloed rewards leading to rushed handoffs and margin leakage; manual commission adjustments signaling system-reality gaps; rising disputes eroding trust; bookings-focused incentives ignoring delivery quality; inconsistent metrics across teams; and unclear incentivized behaviors causing strategic drift and loophole exploitation.
To realign incentives for better revenue protection, margin stability, and cross-team execution, review the full analysis here.
Sales leaders in 2026 face burnout, AI integration, and shifting rep expectations. This article details seven proven strategies used by high-performing teams to drive engagement, productivity, and revenue predictability.
The main strategies include:
For tactics to boost sales performance, forecasting accuracy, and operational efficiency, explore the complete guide here.
Traditional attribution models fall short in complex B2B journeys with long cycles and multiple touches. This deep dive explains chain-based attribution using Markov Chains to assign credit probabilistically via transition states and removal effects.
It contrasts with rule-based models (first-touch, last-touch, linear), showing how chain-based reveals true channel impact (e.g., undervalued webinars at 31% real contribution vs. 8% CRM credit). Benefits include data-driven budget optimization, reduced bias, predictive insights, and stronger RevOps/marketing alignment for revenue impact.
To shift from guesswork to probability-based GTM decisions, dive into the full article here.
Post-acquisition integrations challenge RevOps teams to unify disparate GTM motions without disruption. This episode features Emily Critchfield (VP RevOps at Superhuman) sharing the playbook for merging Grammarly, Coda, and Superhuman engines.
The conversation covers system/team integration, sales motion decisions (separate vs. co-selling), account ownership redefinition, repeatable merger playbooks, and using Coda as RevOps Mission Control for alignment.
For practical lessons on scaling GTM through mergers and improving revenue execution, listen to the full episode here.
Revenue transformation shifts from reactive firefighting to deliberate design once leaders recognize systemic flaws. In Stage 4: Architecting Transformation, the focus turns to building the new model designing data structures, GTM frameworks, and metrics that enable unified, predictable operations.
This episode details the practical architecture needed to escape silos and accelerate velocity:
To architect a revenue engine with full-funnel visibility, faster movement, and reliable forecasting, tune into the full episode here.
How should leaders design AI systems that enhance human potential rather than replace it? In this Masters of Scale Summit conversation from October 2025, host Reid Hoffman speaks with Dr. Sean White, CEO of Inflection AI, about responsible AI development and its business implications.
The discussion explores building smarter AI-fueled organizations, emphasizing ethical design principles, responsible frameworks for deployment, and AI's transformative role across sectors like healthcare and education. It addresses strategic considerations for integrating AI to drive innovation while prioritizing human-centered outcomes and long-term societal impact.
For forward-looking perspectives on AI strategy that can inform RevOps and GTM decisions in an evolving tech landscape, listen to the full episode here.
Busy leaders often scramble during review season due to inconsistent feedback capture.
This hands-on workshop demonstrates no-code AI agents to automate year-round documentation for fair, specific performance reviews.
It includes live walkthroughs of building agents, practical patterns for feedback workflows, expert Q&A, and on-demand access (live: Jan 29, 2 PM ET).
To streamline feedback processes and support better team performance in RevOps/sales contexts, join or watch the session here.
Traditional RevOps connects systems reactively; AI-native platforms like AuraSell orchestrate proactive growth. This February 18, 2026 (1:00 pm ET) live demo showcases tuning ICPs for new opportunities and automating workflows/sequencing at scale.
The session covers shifting to context-aware GTM orchestration, eliminating busywork, and using AI as the system of record for leverage across teams.
To see how AI can elevate RevOps from reporting to growth engine, register for the demo here.