The Movable Middle: Your Hidden Revenue Lever

Are you spending all your time managing your bottom 20% performers while ignoring the massive opportunity sitting right in front of you? In this game-changing episode of RevOpsAF, co-host Matthew Volm sits down with Ross Rich, CEO and co-founder of Accord, to reveal why the middle 60% of your sales team is your biggest untapped revenue opportunity.

 

🎯 What You'll Learn:

• Why AI is forcing a reckoning for the "movable middle" of sales teams

• The costly traps most RevOps leaders fall into when trying to improve performance

• How to identify and replicate what your top 20% do naturally

• Why "destination tools" kill adoption and what to do instead

• The simple framework to make excellence unavoidable for your entire team

• How to get 60% more impact from your sales investments

• Real tactics you can implement immediately after listening

 

🎙️ About Our Guest:

Ross Rich is the CEO and co-founder of Accord, where he's spent over 5 years building AI-powered revenue execution tools that transform sales best practices into unavoidable playbooks. With a background in enterprise sales, Ross understands firsthand the challenges of scaling what top performers do naturally.

 

🔗 Resources Mentioned:

• Accord Platform: https://inaccord.com/

• RevOps Co-op Community: https://www.revopscoop.com/

• Ross Rich on LinkedIn: https://www.linkedin.com/in/rossrich/

• Matthew Volm on LinkedIn: https://www.linkedin.com/in/matthewvolm/

 

🚀 Ready to Level Up Your RevOps Game? 👥 Join 18,000+ RevOps professionals: https://www.revopscoop.com/membership/membership-options

 

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