Go To Masters Show · 2026-01-20 · 46 min
Jordan Rogers is the Founding Partner at GTM Advisor Group. On this episode of the Go To Masters Show, he shares insights from 10+ years scaling RevOps functions across unicorns and PE-backed companies - including building Thumbtack's sales org from 4 reps using sticky notes to 90 reps with structured processes. Why data is just a byproduct of good process - without consistent process, everything downstream is made up or wrong The "scream test" for system cleanup: who will complain if you delete this field, record, or entire CRM? Why RevOps should build for the rep, not the board - because unhappy reps don't follow processes, which makes boards unhappy anyway
Stacey Mangold (Axway) on If a Rep Can't Explain Their Comp Plan in Two Minutes, Something's Broken88 / 100Hadas Sheinfeld (Sisense) on Leading the Energy, Hiring for Grit & Acting Like a Director First60 / 100Caroline Rocha (Just Eat Takeaway) on Designing Comp Across Cultures, AI Myths & Comp Transparency62 / 100Why the Person Running Your Comp Plan Should Be the One Closest to the Pipeline69 / 100
Jelle Berends (Oyster) on Building RevOps From 1 to 65, Why Playbooks Don't Travel & Comp Design