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GTM-Finance misalignment carries deep costs

● Missed opportunities : Misalignment between GTM and finance leadership commonly results in less forecasting accuracy, lower revenue growth, and cost inefficiencies ● Higher turnover : Unrealistic quotas and uncompetitive compensation remain key drivers of sales team attrition, increasing hiring, training, and sales costs—while further reducing sales growth ● Less job security: As CROs are routinely blamed first for a forecast miss, their average job tenure is less than two years—the shortest in the C-suite

Sales team turnover

Missed opportunities

Job security in the C-suite Average tenure in years

Top reasons why sales professionals want to leave their job:

A majority of CFOs believe that a lack of alignment between sales and finance leadership is resulting in at least :

3.9

3.5

3.3

<

2.0 _

Unrealistic targets Uncompetitive pay

1

5% lower sales growth 5% higher sales costs

2

CEO

CFO

CMO

CRO

Salesforce State of Sales Report

CFO Research Survey

Datarails Survey; 6sense Survey; Salesforce Research

4

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