The article critiques traditional revenue leadership, suggesting it often relies on anecdotes and intuition rather than systematic analysis. It emphasizes the need for leaders to understand their revenue mechanisms, likening their approach to a pilot without necessary instruments. The author introduces the GEAR framework as a tool to diagnose and optimize revenue systems, highlighting its successful application at Foodbomb with the BombPay product, which demonstrated significant revenue improvements through informed strategies rather than mere increased effort.
Revenue is not a story. It's a system.
Most leaders don't know how it works.
From intuition to instrumentation.
Most reps don't have a quota problem. They have a GEAR jam.
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