Your number rides on 20% of your reps.

PROBLEM 1

The 80/20 problem

20% of your reps drive 80% of your revenue. Maybe you're closer to 70/30. Either way, your number depends on a handful of people, not a team. That's the biggest risk in your pipeline, and it's the problem I solve.

PROBLEM 2

Coaching ranks #21

Below are the Top 25 skills you're expected to master. Coaching moves your number more than any of them, and it's the one that gets the least time, expertise, and follow-through. I take coaching off your plate for your whole team.

The Top 25 CRO / VP of Sales Priorities

CRITICAL

Quota Attainment
GTM Strategy
Pipeline Generation
Forecasting
Territory Planning

CORE

Comp Plan Design
Headcount Planning
Recruiting and Hiring
Onboarding and Ramp
Enablement and Training

IMPORTANT

Sales Process
CRM and Tech Stack
Deal Reviews
Pricing Strategy
Deal Desk Oversight

SUPPORTING

Marketing Alignment
CS Alignment
Product Alignment
Board Reporting
Org Structure

PERIPHERAL

Coaching#21
Competitive Battlecards
Partnership Strategy
Team Culture
Performance Analysis

When coaching happens, it's usually inside a deal review. You save the deal, but without behavioral coaching, the rep makes the same mistakes on the next one.

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By the Numbers

THE GAP

Your top 10% bring in almost half your revenue.

47.4%¹

of closed-won revenue comes from the top 10% of sellers

56%²

of SaaS reps missed quota in Q2 2026

WHY IT STAYS

Training fades, and coaching never makes the calendar.

87%³

of training forgotten within 30 days

Under 18%⁴

of a manager's week goes to coaching. The benchmark is 50%.

WHAT IT COSTS YOU

Every rep you lose comes out of your number, and eventually your seat.

$150K+⁵

to replace one AE

32%⁶

annual AE attrition

5.3 months⁶

to ramp a new AE

18 months⁷

average Series A CRO tenure

Sources: ¹ Salesloft 2026 Revenue Benchmark, survey of 500 U.S. sales leaders, May–June 2026. ² RepVue Cloud Sales Index, Q2 2026. ³ Gartner. ⁴ Objective Management Group. ⁵ DePaul Center for Sales Leadership, inflation-adjusted. ⁶ The Bridge Group, SaaS AE Metrics. ⁷ Pave via SaaStr.

The talent is already in the building.

You hired these people for their track records. The problem isn't who's in the seats.
Your top 20% already hit the number with the same product, against the same competitors. Your team already knows how to win.
That knowledge lives in two or three heads. I get it out of their heads and coach your whole team on it.

The curriculum is already on your team.

Got 30 minutes? I'll show you where your gap is and how your top performers' habits close it.

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