Predictable Revenue - the seminal 2011 work on building a scalable modern sales organization by Aaron Ross and Marylou Tyler - is an oft referenced blueprint for many sales organizations.
This course serves as an introduction for sales leaders who wish to better set the framework for their growing sales org or understand how their sales org chose the structure it exists in today.
While immensely popular, many sales leaders are either not familiar with the book (as its initial audience was very software and technology focused) or may just need a refresher.
As a modern sales leader, the book serves as a critical foundational piece of "coursework". It offers many real life examples of how teams successfully scaled their performance, with tips, tricks, and guides along the way.
When the principles of Predictable Revenue are customized, optimized, and iterated upon for new organizations, they can be utilized to set up a feedback loop of clear KPIs, training guidelines, and areas of to focus coaching attention.