61% Of Sales Orgs Don't Have Their Quotas Yet: Special Guest Jim Trimarco CRO harver

#revopswithanedge #revenueoperations #revops 

Key Moments

0:00

0:50 Shout Outs

2:42 Show Start

3:30 Outmatch and harver over view

4:56 CRO from CSO Evolution

5:48 Customer Success

6:20 Difference CRO and CSO

6:44 marketing

8:00 Job Structures

10:40 Who Develops Strategy

14:03 Sales reps Quota too high what happens

14:29 61% It's mid q1 Companies havent given out sales quota yet 

16:00 3 strategies for quota over assign

17:34 Why arent quotas given out?

18:55 Culture

19:00 Salesforce Layoffs

19:30 Pay Sales Salary?

21:30 Change to fiscal year then will quotas go out?

23:00 Is Throwing deals over the fence the best thing for customers?

24:28 How To Transition form Revenue to Profit Busines Model

26:00 Incentive Alignment is Commission/Salary Ratio Right?

28:10 Most Comp Plans Provide unintended behaviors

28:40 How To Build a team that cares

30:00 Founders fall into trap of not being transperant with bad news

35:00 How to combine cultures in merger

36:40 Acquiring Company Attitude

37:22 Shouldnt Mission Statement and Values guide culture?

38:46 Do companies do reviews anymore?

38:55 KPI are backward looking

40:00 how to bring everyone along for the ride

44:00 Revenue to Profit how do you sell it to investors

45:00 Investor and Leadership relationships

46:38 Over assignment Are we really in this together?

47:30 History of Over assignment

49:00 Company wide problem

51:00 harver technology benefits

53:38 What is difference between corporate and consumer marketing?

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