When revenue misses, most CEOs start with sales, which owns only one of the five levels.

Nigel Green, founder of Sea Suite and author of Revenue Harvest and How to Hire Elite Salespeople, spent ten years assessing more than 200 sales teams. Adam Jay and Dale Zwizinski sit down with him on GTM Uncensored.

They dig into where revenue problems really start and who belongs on a sales team. Then Nigel grades Adam's Monday Morning Move.

We discuss:

• Why a revenue miss has five levels and sales owns only the last one
• Why reps need to buy into their number before the year starts
• Why the best salespeople don't interview for jobs, and why scouting beats tryouts
• The four sales archetypes: expert, visionary, killer, and connector
• Why chemistry matters as much as competence in a sales hire

(00:00) Why great salespeople don't interview for jobs

(00:38) Rock Bottom Analytics: a 61% miss

(01:37) The five levels of a revenue miss

(06:06) The company with 40% less inventory

(08:31) Why the plan is useless and planning is indispensable

(13:04) Why most salespeople aren't really salespeople

(16:14) Scout, don't hold tryouts

(18:12) The elite salesperson matrix and four archetypes

(22:03) CRO tenure and the 18-month window

(30:11) Revenue Harvest vs. Sea Suite

(39:42) Monday Morning Move

(43:37) GTM Uncensored Questions

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