Data-driven decision making is more important now than it has ever been to reach your revenue goals. It’s the backbone of informed decision making.

But…is your team utilizing and sharing that data in a clear, concise way across all of your revenue teams?

Steve Daly is the Chief Executive Officer of edTech company Instructure, where he is responsible for driving revenue growth and ensuring the company's success in the ever-changing education industry. In this conversation with Kyle, he’s sharing the significance of analyzing key metrics such as revenue, profitability, bookings, and sales productivity, and ultimately how they can help businesses improve accuracy in forecasting and make informed decisions to drive growth and address potential issues.

Here’s what’s inside:

Emphasize data-driven decision making and collaboration. Steve Daly highlights the challenge of collaboration and data overload. To address this, it is crucial to regularly analyze key metrics, such as revenue, profitability, retention, and upsells. By leveraging data and fostering collaboration, teams can make informed decisions, improve accuracy in forecasting, and work towards common revenue goals.
Act quickly and focus on beating financial forecasts. Steve Daly shares their secret to making fast-paced but informed decisions to keep stakeholders happy. By taking decisive actions and staying proactive, teams can drive growth, exceed expectations, and maintain financial performance. This highlights the importance of agility and a results-oriented mindset in revenue management.
Operationalize quota capacity and monitor sales productivity. Steve Daly discusses the intricate process of evaluating quota capacity, considering factors such as attrition, ramping up new sales representatives, and attainment levels. By having a robust model in place, companies can forecast quota capacity over time, hire and onboard new sales reps effectively, and set expectations for their productivity. Monitoring these enables leadership to make informed decisions to ensure the organization is on track to achieve revenue targets.

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Jimmy Fallon