🎯 Rethinking Revenue: Attribution vs. Contribution—& Why Smaller Companies Must Elevate Their Sales Management Game
Greg Stanley Featured on the Sales Management. Simplified. Podcast — Episode 85
Greg Stanley, President of Accelerant Consultants, joins Mike Weinberg on Episode 85 of Sales Management. Simplified. for a conversation that’s as timely as it is insightful.
With a background in helping small and mid-sized companies unlock revenue growth and increase valuation, Greg brings a strategic lens to foundational sales management practices. Drawing from his Big 4 consulting experience and years of advising privately held firms, Greg and Mike explore what it truly means to align people, strategy, deployment models, and compensation with growth goals.
This episode covers critical themes like:
Getting the right people in the right roles
Aligning your sales deployment model with company strategy
Building compensation plans that support—rather than block—strategic initiatives
How private equity’s move into smaller markets is pressuring companies to mature their sales leadership
Greg also introduces a pivotal mindset shift: evaluating a salesperson’s “revenue contribution” instead of simply relying on “revenue attribution.” This nuanced yet powerful distinction can transform how companies measure performance and scale more effectively.
🎧 Listen now:
https://podcasts.apple.com/us/podcast/revenue-attribution-vs-contribution/id1538657842?i=1000629711759
Resources from this episode:
🔗 Accelerant Consultants
🔗 Connect with Greg on LinkedIn
🎯 Episode Sponsor: Pursuit Sales Solutions