Facts not opinions.  Data, not anecdotes.

Know the facts.  Have the data. Say NO to every THING and every ONE else! 

"If you don't know where you're going, any road will get you there." 

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The quote above epitomizes what has historically cut short the tenure of revenue leaders in our industry. If you don't have a strategic plan or direction, that can be defended by facts and DATA, and that YOU have conviction in ... your tenure is at imminent risk.  When this foundational element of your leadership obligation - your STRATEGY - isn't in place, you open the door to everyone having an opinion on sales strategy.  And this ends badly for the revenue leader every single time.   As W. Edwards Deming said ...

 

"Without data, you're just another person with an opinion."

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Every strategic plan you design must begin with your SaaS metrics and include supplemental revenue data analysis.  You want to focus on baselining your business using all data available no matter how unhygienic it may be, because you need to start with something.  Then your efforts need to shift to benchmarking your business against any available competitor or market data so you have a sense of what is working and what is not working relative to the "ideal" or "standards" in your specific market, and for the revenue size and stage of your company. 

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Many times you don't have the time, resources, or experience to perform this analysis and so it gets left undone.  And this is a mistake. You have a responsibility to yourself, your team, and your company to leverage your expertise to make each of these stakeholders better ... so don't get frustrated or lazy and ignore this strategic analysis stage of building a great revenue machine.  You need to either learn these skills in your spare time or find an advisory resource to assist you this first time. 

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Maybe you're in the right place or maybe you're not; but, you'll never know until you take your first step on this next stage of your journey.