Why Most GTM Reporting is Useless

You invested six figures in Salesforce, hired a rev ops team to build dashboards, and six months later nobody's looking at them. Or worse, people are looking at them but spending every team meeting arguing about whether the numbers are right instead of deciding what to do about them. Eddie Reynolds and Rachael Bueckert break down why most go-to-market reporting is useless and what it actually takes to get data you can trust. Resources Mentioned in This Episode: GTM Ops Frameworks: https://unionsquareconsulting.com/fra... 01:11 - The problem with GTM reporting right now 02:13 - Visibility is the CEO's #1 priority but nobody trusts the data 05:54 - The 18-month CRO cycle and why reporting never matures 09:02 - The MQL definition debate that burns every team meeting 11:54 - One rep at 15%, another at 85%: both numbers are fiction 16:32 - Your best rep is ignoring half her territory 21:13 - Stop looking for rainmakers, build for the average rep 23:09 - What it takes to build reporting you can actually trust 45:28 - What actually belongs on an executive dashboard 46:53 - The Moneyball approach to go-to-market data 50:06 - Pick one metric and fix it before touching anything else ___________________________________________ We help B2B SaaS companies using Salesforce grow revenue faster, more predictably and more repeatably through a combination of systems management, data driven insights and RevOps strategy and planning. Book a call today! Website: www.unionsquareconsulting.com LinkedIn: www.linkedin.com/in/edwardreynolds Podcast: https://open.spotify.com/show/1CM3rme... #b2bsaas #b2bsales #outboundsales #gotomarket #gtmstrategy #revops #revenueoperations #salesstrategy #b2bsales #saasgrowth #pipelinegeneration #revenuegrowth #salesoperations #cro #GTM #founders #saasfounders #b2bmarketing #growthstrategy #startupgrowth #scaleups #founderadvice #leadershiptips #businesstips