Post by RevOps Co-op

RevOps teams don't burn out from overwork. They burn out from saying yes to everything. James Jackson has been VP of RevOps at Snowflake, Docusign, and Canva. And across all of them, he's seen the same doom loop play out: → Ops says yes to every mid-year request → Everything gets delivered late → Sales loses trust in Ops → Sales makes MORE demands → Ops says yes again He calls it the Curse of Yes. And in this episode of #RevOpsAF, he and Matthew Volm get into exactly how to break it — plus a second story about redesigning comp for 2,700 reps at Snowflake. A few things that hit: 🎯 On holdovers: "90% plus of holdovers do not close when they say they will." They're largely theater. But you can't just kill them — you limit them, set policy, and let the data do the convincing at the end of Q1. 📊 On comp design: Moving from total consumption to incremental consumption is the only way to tell talent from luck. If everyone's landing between 85-110% attainment, you don't have a comp plan — you have a participation trophy. 🗣️ On change management: James ran a listening tour across Boston and London before rolling out the new model to 2,700 reps. Every rollout presentation opened with two columns: "This is what we heard from you" / "This is what we did about it." The technical work is the easy part. The hard part is bringing everyone along for the ride without getting hit by the car. Peep the highlight reel below ⬇️ 📺 Catch the full episode + write-up on our site: https://lnkd.in/gCAb3Veb #revops #revenueoperations #salesops #compensationplanning #changemanagement

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