For years, the mantra for sales leaders was to book any deal, at any cost, and just show the revenue growth. That model is now outdated as Boards want to see quality, profitable revenue. All deals are not created equal, and you should incentivise your sales team to focus on quality above all else. It’s no longer enough to chase the most revenue, to grow at all costs even if you aren’t profitable. It’s no longer enough to manage complex (and costly) revenue calculations on clumsy, error-prone spreadsheets. It’s no longer enough to blindly call the ball on your forecasts and white-knuckle it through the year hoping you were right. Those approaches might have worked for your predecessors, but today, we have the technology and tactics to push well beyond that. A quality Revenue operation is the engine that drives your business. However, most organisations don’t give their revenue operation the attention it deserves. In this sprint of a talk, we will cover how you can measure and motivate your sales teams to achieve quality revenue.