The Problem with Revenue Intelligence ⚠️
Why Sales Teams Are Stuck — and What to Do About It
✏️ by: Tiller HQ
📅 published: May 25
📈 for: Sales Leaders, Heads of Sales, RevOps, Sellers
🚨 The Real Disconnect
Revenue intelligence shows the problem — but doesn’t fix it.
AND it costs way more than it need to.
Here’s where things are breaking — and what needs to change.
The Problem with Revenue Intelligence
Why Sales Teams Are Stuck — and What to Do About It
✏️ by: Tiller HQ
📅 published: May 25
📈 for: Sales leaders, Head of Sales, Sellers
🚨 The Real Disconnect
Revenue intelligence shows the problem — but doesn’t fix it.
AND it costs way more than it need to.
Here’s where things are breaking — and what needs to change.
The Problem with Revenue Intelligence ⚠️
Why Sales Teams Are Stuck — and What to Do About It
✏️ by: Tiller HQ
📅 published: May 25
📈 for: Sales Leaders, Heads of Sales, RevOps, Sellers
🚨 The Real Disconnect
Revenue intelligence shows the problem — but doesn’t fix it.
AND it costs way more than it need to.
Here’s where things are breaking — and what needs to change.
🔍 Step 1: Problems Surface, Then Stall
Revenue intelligence tells you what’s wrong — but not how to fix it.
You’ve got pipeline visibility, deal inspection tools, and AI-driven alerts. But:
Managers are too stretched to act
Reps are overwhelmed with data, not direction
No one knows what to do next
💥 Where It Breaks:
Too much insight, not enough action
Tools surface risks, but don’t close gaps
Managers become traffic controllers, not coaches
🧠 Result: Problems repeat. Momentum stalls. Forecasts slip.
🔍 Step 1: Problems Surface, Then Stall
Revenue intelligence tells you what’s wrong — but not how to fix it.
You’ve got pipeline visibility, deal inspection tools, and AI-driven alerts. But:
Managers are too stretched to act
Reps are overwhelmed with data, not direction
No one knows what to do next
💥 Where It Breaks:
Too much insight, not enough action
Tools surface risks, but don’t close gaps
Managers become traffic controllers, not coaches
🧠 Result: Problems repeat. Momentum stalls. Forecasts slip.
🔍 Step 1: Problems Surface, Then Stall
Revenue intelligence tells you what’s wrong — but not how to fix it.
You’ve got pipeline visibility, deal inspection tools, and AI-driven alerts. But:
Managers are too stretched to act
Reps are overwhelmed with data, not direction
No one knows what to do next
💥 Where It Breaks:
Too much insight, not enough action
Tools surface risks, but don’t close gaps
Managers become traffic controllers, not coaches
🧠 Result: Problems repeat. Momentum stalls. Forecasts slip.
📢 Step 2: Coaching Doesn’t Stick
Even when great coaching happens — it rarely lands.
Sales coaching is crucial. But without time, structure, or reinforcement, it fails to shift behaviour.
💥 Where It Breaks:
Coaching moments come too late
Feedback is scattered across Slack, calls, or docs
Reps forget it, misunderstand it, or ignore it
🧠 Result: Reps don’t apply what they learn. Leaders don’t see improvement.
📢 Step 2: Coaching Doesn’t Stick
Even when great coaching happens — it rarely lands.
Sales coaching is crucial. But without time, structure, or reinforcement, it fails to shift behaviour.
💥 Where It Breaks:
Coaching moments come too late
Feedback is scattered across Slack, calls, or docs
Reps forget it, misunderstand it, or ignore it
🧠 Result: Reps don’t apply what they learn. Leaders don’t see improvement.
📢 Step 2: Coaching Doesn’t Stick
Even when great coaching happens — it rarely lands.
Sales coaching is crucial. But without time, structure, or reinforcement, it fails to shift behaviour.
💥 Where It Breaks:
Coaching moments come too late
Feedback is scattered across Slack, calls, or docs
Reps forget it, misunderstand it, or ignore it
🧠 Result: Reps don’t apply what they learn. Leaders don’t see improvement.
⚙️ Step 3: Qualification Frameworks Are Ignored
MEDDICC, SPIN, BANT — you name it.
These methods work in theory. But they fall apart in fast-paced, real-world deals.
💥 Where It Breaks:
Steps are skipped under pressure
Key details get missed
There’s no structured way to ensure adoption
🧠 Result: Your team thinks they’re qualifying — but deals still lack key info and fall over late.
⚙️ Step 3: Qualification Frameworks Are Ignored
MEDDICC, SPIN, BANT — you name it.
These methods work in theory. But they fall apart in fast-paced, real-world deals.
💥 Where It Breaks:
Steps are skipped under pressure
Key details get missed
There’s no structured way to ensure adoption
🧠 Result: Your team thinks they’re qualifying — but deals still lack key info and fall over late.
⚙️ Step 3: Qualification Frameworks Are Ignored
MEDDICC, SPIN, BANT — you name it.
These methods work in theory. But they fall apart in fast-paced, real-world deals.
💥 Where It Breaks:
Steps are skipped under pressure
Key details get missed
There’s no structured way to ensure adoption
🧠 Result: Your team thinks they’re qualifying — but deals still lack key info and fall over late.
🕒 Step 4: Admin Eats the Day
The hidden time drain? Internal busywork.
Reps are spending hours on things that don’t drive revenue:
Manually writing follow-ups
Searching for the right decks
Rebuilding the same proposal templates
💥 Where It Breaks:
No automation for common tasks
Content isn’t tailored or easy to find
Time is wasted, not invested
🧠 Result: Reps lose time and focus. High-value tasks are squeezed out.
🕒 Step 4: Admin Eats the Day
The hidden time drain? Internal busywork.
Reps are spending hours on things that don’t drive revenue:
Manually writing follow-ups
Searching for the right decks
Rebuilding the same proposal templates
💥 Where It Breaks:
No automation for common tasks
Content isn’t tailored or easy to find
Time is wasted, not invested
🧠 Result: Reps lose time and focus. High-value tasks are squeezed out.
🕒 Step 4: Admin Eats the Day
The hidden time drain? Internal busywork.
Reps are spending hours on things that don’t drive revenue:
Manually writing follow-ups
Searching for the right decks
Rebuilding the same proposal templates
💥 Where It Breaks:
No automation for common tasks
Content isn’t tailored or easy to find
Time is wasted, not invested
🧠 Result: Reps lose time and focus. High-value tasks are squeezed out.
🧑💼 Step 5: Managers Are on the Back Foot
You’re supposed to spend 25–40% of your time coaching.
But with team escalations, reporting, hiring, and back-to-backs — that’s not happening.
💥 Where It Breaks:
Coaching is reactive, not structured
Progress is anecdotal, not measurable
Too much time is spent chasing status, not driving it
🧠 Result: Managers feel like firefighters, not leaders.
🧑💼 Step 5: Managers Are on the Back Foot
You’re supposed to spend 25–40% of your time coaching.
But with team escalations, reporting, hiring, and back-to-backs — that’s not happening.
💥 Where It Breaks:
Coaching is reactive, not structured
Progress is anecdotal, not measurable
Too much time is spent chasing status, not driving it
🧠 Result: Managers feel like firefighters, not leaders.
🧑💼 Step 5: Managers Are on the Back Foot
You’re supposed to spend 25–40% of your time coaching.
But with team escalations, reporting, hiring, and back-to-backs — that’s not happening.
💥 Where It Breaks:
Coaching is reactive, not structured
Progress is anecdotal, not measurable
Too much time is spent chasing status, not driving it
🧠 Result: Managers feel like firefighters, not leaders.
🔧 Fixing the Revenue Gap
Here’s how to start solving it:
✅ Target Action, Not Just Insight
Define next steps when issues surface — don’t leave it to chance.
✅ Make Coaching Real-Time and Repeatable
Integrate feedback into daily workflows, not just post-mortems.
✅ Reinforce Qualification Frameworks In-Flow
Turn MEDDICC or SPIN into living systems, not static PDFs.
✅ Automate the Admin
Give reps back hours by templatizing proposals, follow-ups, and CRM updates.
✅ Create a Coaching Loop You Can Track
Use structured scorecards and trackable feedback to measure improvement.
🔧 Fixing the Revenue Gap
Here’s how to start solving it:
✅ Target Action, Not Just Insight
Define next steps when issues surface — don’t leave it to chance.
✅ Make Coaching Real-Time and Repeatable
Integrate feedback into daily workflows, not just post-mortems.
✅ Reinforce Qualification Frameworks In-Flow
Turn MEDDICC or SPIN into living systems, not static PDFs.
✅ Automate the Admin
Give reps back hours by templatizing proposals, follow-ups, and CRM updates.
✅ Create a Coaching Loop You Can Track
Use structured scorecards and trackable feedback to measure improvement.
🔧 Fixing the Revenue Gap
Here’s how to start solving it:
✅ Target Action, Not Just Insight
Define next steps when issues surface — don’t leave it to chance.
✅ Make Coaching Real-Time and Repeatable
Integrate feedback into daily workflows, not just post-mortems.
✅ Reinforce Qualification Frameworks In-Flow
Turn MEDDICC or SPIN into living systems, not static PDFs.
✅ Automate the Admin
Give reps back hours by templatizing proposals, follow-ups, and CRM updates.
✅ Create a Coaching Loop You Can Track
Use structured scorecards and trackable feedback to measure improvement.