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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