Why Your Sales Team Isn’t Underperforming—They’re Undeveloped
Access all the GTM Coaching Frameworks for First Line managers, AEs, SDRs, AMs, and CSMs at the end of this newsletter...
Last week, I spoke with a Head of Sales at a $20M ARR SaaS company about why so many sales teams struggle to hit plan. The answer wasn’t what most leaders expect.
The issue wasn’t pipeline quality or competitive pressure or long sales cycles—it was execution. And execution doesn’t fail because of strategy. It fails because teams aren’t being developed pr…