Episode 159: Fueling Product-Led Growth with Leah Tharin, Interim Chief Product and Growth Officer, GotPhoto
Product Thinking
00:00
Balancing leads and sales capacity
Having more leads than sales capacity can hinder the sales approach, leading to unactivated leads and inefficiency in the system. Incentivizing sales teams solely based on revenue can prompt them to manipulate the system, highlighting the importance of aligning incentives with ethical practices. CROs should focus on protecting the pipeline and anticipate a shift towards data-driven and behavior-driven sales approaches.
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