Harvard Business Review Analytic Services: Removing Barriers to Revenue Growth

What if your sales team is struggling to hit targets — not because of effort, but due to inefficiencies across key plan elements like territories, quotas, or compensation?

Disconnected go-to-market processes can create gaps and missed opportunities, costing you time, deals, and growth. It's time to act, or you risk falling behind your competition.

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Harvard Business Review Analytic Services Briefing Paper Preview

This industry-leading research includes:

Exclusive findings on how misaligned sales planning elements create inefficiencies that hinder revenue growth.
Advice from leaders at PepsiCo, Celonis, and Deloitte on how to rethink and redeploy your go-to-market strategy.
Proven strategies and solutions that can help maximize your return on sales investments.

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Less Than 50% of Sellers

Hit Quota

Since 2017, less than 50% of sales reps have hit quota. External challenges play a role, but misaligned territories, quotas, and incentives—worsened by siloed go-to-market processes—are often a root cause. These issues lead to misguided sales motions, frustrated sellers, and a limited ability to pivot.

Go-to-Market Confidence

Dropped 24% This Quarter

Executives are losing faith in their revenue plan. There are many contributing factors, but insufficient tools are often inhibiting the process. Legacy systems and niche products can’t keep up with today’s complex, dynamic sales environments.

Maximize the ROI of

Your Sales Investment

Organizations invest of 8% of revenue (on average) in sales - typically one of the largest business expenses. Capitalize on that massive investment with unified, AI-powered sales performance management software that will align your go-to-market approach and fuel future revenue potential.

Who Needs This Report?

Revenue Operations Leaders

Discover how an integrated sales performance approach improves operational efficiency and visibility, enabling more predictable revenue growth.

Sales Leaders

See how modernizing sales performance management systems sharpens focus, aligns your team, and drives stronger revenue outcomes.

CFOs and CROs

Understand how investing in advanced sales performance management software enhances decision-making, boosts financial predictability, and drives sustainable growth.

Stop Holding Back Your Sales Team

Download the Harvard Business Review Analytic Services Briefing Paper to learn how to build a connected, agile GTM strategy for long term growth.

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