# RevHeat
> RevHeat checks your forecast against what buyers said on your sales calls and coaches your reps from the same calls. Every call read, every rep handed their next move, the next call checked. For the leader who owns the sales number, with five or more quota-carrying reps, at tech, tech-enabled and services companies. Founded by Ken Lundin: $1.5B in client sales, 200+ sales teams, 25 years of building sales teams.
The method is The Enforcement Loop. Six steps. Every week, on every call.
The way in is Sales Fact or Fiction: which of the deals in your number are real, which keep getting pushed, and the next move on each. Free, from the sales calls you already record.
## Start here
– [Home](https://revheat.com/): We check your forecast against what buyers said on your sales calls and coach your reps from them. Start free: see which deals you can still close.
– [Sales Fact or Fiction](https://revheat.com/sales-fact-or-fiction/): Which of the deals in your number are real, which keep getting pushed, and the next move on each. Free, from the sales calls you already record.
– [Results](https://revheat.com/results/): What happens when revenue stops surprising you. Big Nerd Ranch: sales had been falling for more than two years. Then $2.5M in new sales in 90 days and $4.5M in six months; then $12.2M added over the next 18 months, taking it to $22.2M; $60M in five years, the size at its sale to a public company. Built on the RevHeat Sales Methodology and Coaching.
– [All services](https://revheat.com/services/): Sales consulting, training, coaching and hiring, plus fractional sales and marketing leadership. Start free with Sales Fact or Fiction.
## About
– **Author**: Ken Lundin, CEO of RevHeat
– **Website**: https://revheat.com
– **Expertise**: The Enforcement Loop, Sales Playbooks and Sales Process Adoption, Sales Call Coaching, Sales Manager Coaching, Sales Hiring and Sales Candidate Assessment, Sales Pipeline Management and Sales Forecasting, Win Rate and Lost Deal Analysis, Sales Strategy for Small Sales Teams, Fractional Sales Leadership, Founder-Led Sales Transition
– **Framework**: The Enforcement Loop
– **Research**: 12,745 salesperson evaluations | 9,771+ hours of data | global, across industries, geographies and market segments
## Services
– [Sales coaching](https://revheat.com/sales-coaching-services/): Every rep gets a next move. Every manager sees whether it happened. Every call read, every rep handed their next move, the next call checked.
– [Sales consulting](https://revheat.com/sales-consulting/): B2B sales consulting built from your own sales calls. We set the sales strategy with you, then help your team run it.
– [Sales training](https://revheat.com/sales-training/): Sales training for B2B teams, built from your own sales calls and coached on every rep’s next call, so it sticks.
– [Sales hiring](https://revheat.com/sales-hiring-system/): Hire the rep who’ll carry the number. A success profile, every candidate read against it, scorecard interviews.
– [Fractional sales leadership](https://revheat.com/fractional-sales-leadership/): A fractional sales leader for B2B teams: priorities, pipeline reviews, coaching and hiring built on your sales calls.
– [Fractional CMO](https://revheat.com/fractional-cmo/): Fractional CMO services built on what buyers say on your sales calls. We set positioning, messaging and the plan; your team executes.
## How it works
– [How we work](https://revheat.com/how-we-work/): Build the sales approach around your buyers. Coach it on real deals. Every call read, every rep handed their next move, the next call checked.
– [Our systems](https://revheat.com/our-systems/): Most sales strategies stall between the plan and the call. Who you target, what you say, how your reps sell and how you lead the team, connected from strategy to ongoing execution.
– [How to 3x your win rate without more leads or more reps](https://revheat.com/3x-win-rate/): Free training. A recorder, a CRM and a training deck still can’t tell you whether a rep did what you asked on the next call. Six steps that do.
## Company
– [Our approach](https://revheat.com/our-approach/): We built RevHeat for the team the training never changed. Same training, four teams. A client with four divisions of eight sellers each took RevHeat’s standard training. Two teams tripled their close rate on new customers. Two raised renewals by more than 20%. For two it was “like I had never existed.” The difference was the next call.
– [Strategic Selling Unleashed](https://revheat.com/strategic-selling/): Ken Lundin’s book.
– [RevHeat on LinkedIn](https://www.linkedin.com/company/revheat)
## Partners
– [Sales trainers and coaches](https://revheat.com/partners/): RevHeat’s page for sales trainers and coaches.
– [Marketing and demand generation agencies](https://revheat.com/agencies/): Your leads go to a sales team you never see. Bring what buyers actually said into that conversation.
## Blog
– [The RevHeat Journal](https://revheat.com/blog/): Sales lessons for leaders who own the sales number.
– [Fractional CRO: what it is, when to hire one, and what it costs](https://revheat.com/fractional-cro-guide/)
– [AI sales tools: the 7 kinds, and the one test that shows if any of it works](https://revheat.com/ai-sales-tools/): See what each is good at, where it stops, and the one test that shows whether any of it helps your reps sell more.
– [Gong alternatives: 7 options and the question to ask before you switch](https://revheat.com/gong-alternatives/): Sorted by why you are leaving. A new call recorder can fix the bill. See what it will not fix, and the question to ask first.
– [Best sales coaching software: 9 options and the 3 kinds they come in](https://revheat.com/best-sales-coaching-software/): What each one does well, where it stops, and the one question to ask every vendor before you buy.
– [12 sales training companies worth a call](https://revheat.com/sales-training-companies/): What each is known for, who it suits and where it stops. Plus the one thing that decides if training pays off.
## Content
### Execution
– [how to build a sales playbook](https://revheat.com/how-to-build-a-sales-playbook/)
– [sales playbook template](https://revheat.com/sales-playbook-template/)
– [repeatable sales process](https://revheat.com/repeatable-sales-process/)
– [sales enforcement](https://revheat.com/what-is-sales-enforcement/)
– [improve sales process](https://revheat.com/improve-sales-process/)
– [sales methodology examples](https://revheat.com/sales-methodology-examples/)
– [sales methodology training](https://revheat.com/sales-methodology-training/)
### Training
– [sales coaching for managers](https://revheat.com/sales-coaching-for-managers/)
– [how to manage a sales team](https://revheat.com/how-to-manage-a-sales-team/)
– [leadership sales coaching](https://revheat.com/leadership-sales-coaching/)
– [discovery call questions](https://revheat.com/discovery-call-questions/)
– [discovery call checklist](https://revheat.com/discovery-call-checklist/)
– [sales performance coaching](https://revheat.com/sales-performance-coaching/)
– [sales onboarding](https://revheat.com/sales-onboarding/)
– [virtual sales training](https://revheat.com/virtual-sales-training/)
### Hiring
– [how to hire sales reps](https://revheat.com/how-to-hire-sales-reps/)
– [sales skills assessment](https://revheat.com/sales-skills-assessment/)
– [sales personality assessment](https://revheat.com/sales-personality-assessment/)
– [sales assessment tools](https://revheat.com/sales-assessment-tools/)
– [sales ability assessment](https://revheat.com/sales-ability-assessment/)
– [sales manager interview questions](https://revheat.com/sales-manager-interview-questions/)
– [questions to ask in a sales interview](https://revheat.com/questions-to-ask-in-a-sales-interview/)
– [sales interview questions to ask](https://revheat.com/sales-interview-questions-to-ask/)
### Pipeline
– [sales pipeline best practices](https://revheat.com/sales-pipeline-best-practices/)
– [b2b sales pipeline](https://revheat.com/b2b-sales-pipeline/)
– [sales forecast accuracy](https://revheat.com/sales-forecast-accuracy/)
– [how to forecast sales](https://revheat.com/how-to-forecast-sales/)
– [sales forecast model](https://revheat.com/sales-forecast-model/)
– [how to calculate win rate](https://revheat.com/how-to-calculate-win-rate/)
– [win rate calculator](https://revheat.com/win-rate-calculator/)
– [sales win rate](https://revheat.com/sales-win-rate-benchmarks/)
– [win loss analysis](https://revheat.com/win-loss-analysis/)
### Strategy
– [sales strategy example](https://revheat.com/sales-strategy-example/)
– [sales strategy template](https://revheat.com/sales-strategy-template/)
– [b2b sales strategy](https://revheat.com/b2b-sales-strategy/)
– [fractional sales leader](https://revheat.com/fractional-sales-leader/)
– [fractional sales](https://revheat.com/fractional-sales/)
– [sales strategy consulting](https://revheat.com/sales-strategy-consulting/)
– [hire a sales consultant](https://revheat.com/hire-a-sales-consultant/)
– [transition from founder led sales](https://revheat.com/transition-from-founder-led-sales/)
– [sales team performance](https://revheat.com/sales-team-performance/)
– [what does a sales manager do](https://revheat.com/what-does-a-sales-manager-do/)
### Additional Published Content
– [The $10M Ceiling: Why Most Service Companies Stall (And the 3 Functions That Fix It)](https://revheat.com/10m-ceiling-service-companies/)
– [The $150K Sales Hiring Mistake: Why 75% of Candidates You Hire Against QuotaFit Recommendations Fail](https://revheat.com/150k-sales-hiring-mistake/)
– [What 5,000+ Sellers Taught Us About Closing Bigger Deals](https://revheat.com/2-5-million-sellers-closing-bigger-deals/)
– [The 330% Farming Gap: How Top Account Managers Grow Accounts 3.3x Through Structured Expansion (RevHeat Benchmark)](https://revheat.com/330-percent-farming-gap-how-to-increase-revenue/)
– [How to Increase Revenue: The 330% Farming Gap in Account Growth](https://revheat.com/330-percent-farming-gap-increase-revenue/)
– [Hunter vs Farmer Sales Reps: Closing the 400% Hunting Gap](https://revheat.com/400-percent-hunting-gap-how-to-improve-sales/)
– [The 5 Stages of Revenue Growth: Which One Is Your Company Stuck In?](https://revheat.com/5-stages-revenue-growth/)
– [The 6% Sales Performance Gap: Why Only 6% of Sellers Have the Complete Elite Skill Set (2.5M Seller Benchmark)](https://revheat.com/6-percent-sales-performance-gap/)
– [AI SDR vs. Human SDR: The Break-Even Analysis Showing AI Becomes Cheaper at Month 6-7 (If You’re Over $500/Meeting)](https://revheat.com/ai-sdr-break-even-analysis/)
– [Business Development Strategy: Systematic Approaches to Pipeline Generation and Account Expansion](https://revheat.com/business-development/)
– [Business Growth Strategy: The 3-Lever Model for Scaling Revenue Without Adding Headcount](https://revheat.com/business-growth-strategy-3-lever-model/)
– [Business Growth vs. Business Scaling: Why Most $10M Companies Can’t Break $30M](https://revheat.com/business-growth-vs-business-scaling/)
– [Revenue Growth Planning: The 5 Stages That Predict Your Ceiling](https://revheat.com/business-trajectory/)
– [Sales Team Continuous Improvement: The Coaching Cadence That Works](https://revheat.com/continuous-improvement/)
– [The CRM Adoption ROI Calculator: Why 30% Adoption Costs You $251K Annually](https://revheat.com/crm-adoption-roi-calculator/)
– [Demo vs. Free Trial: Why Demos Convert 4-5x Higher at $50K+ ACV (RevHeat GTM Motion Selector)](https://revheat.com/demo-vs-free-trial-acv-framework/)
– [How to Evaluate Your Sales Team in 45 Minutes: The 11-Function Audit](https://revheat.com/evaluate-sales-team-45-minutes/)
– [Upsell Timing: Why Premature Expansion Causes 18% Incremental Churn](https://revheat.com/expansion-timing-churn-model/)
– [Everything Founders Ask Before Fixing Their Sales System (25 Questions Answered)](https://revheat.com/faq-founders-fixing-sales-system/)
– [First Sales Hire Mistakes: Why Hiring a VP Before $1.5M ARR Has an 80% Failure Rate](https://revheat.com/first-sales-hire-mistakes/)
– [Founder-Led Sales: Why 80% of First Sales Hires Fail and How to Beat the Odds](https://revheat.com/founder-led-sales-transition-framework/)
– [Fractional Chief Sales Officer: The Scaling Founder’s 2024 Guide](https://revheat.com/fractional-chief-sales-officer/)
– [What Is a Fractional Sales Manager? Cost, Hours and When to Hire](https://revheat.com/fractional-sales-manager/)
– [Free Trial vs. Freemium Conversion: Reconciling the 8% vs. 5.5% Benchmark Disagreement (And What It Means for Your ACV)](https://revheat.com/free-trial-vs-freemium-conversion-reconciliation/)
– [How to Build a Sales Team: Structure and Hiring from 5 to 100 Reps](https://revheat.com/from-2-reps-to-40-the-scaling-sales-team-playbook-that-actua/)
– [Go-to-Market Strategy for B2B Services: The 3 Decisions That Drive Revenue](https://revheat.com/go-to-market-strategy/)
– [Growth Strategy Framework: Building Revenue Models That Scale Beyond Linear Growth](https://revheat.com/growth-strategy/)
– [The Growth Strategy Paradox: Why Revenue Growth Requires Doing Less, Not More](https://revheat.com/growth-strategy-paradox/)
– [Hiring More Salespeople Is the Worst Way to Grow Revenue — Here’s the Math](https://revheat.com/hiring-salespeople-worst-way-to-grow/)
– [How to Evaluate Your Sales Team in 45 Minutes: The 11-Function Audit](https://revheat.com/how-to-evaluate-sales-team/)
– [How to Hire a Sales Team: Big Nerd Ranch’s 307% Revenue Growth](https://revheat.com/how-to-hire-sales-team-quotafit/)
– [How to Raise Prices B2B: The 22% Price Increase That Increased Win Rates 34%](https://revheat.com/how-to-raise-prices-b2b-case-study/)
– [Is Sales Consulting Worth It? ROI Data From 11,744 Companies](https://revheat.com/is-sales-consulting-worth-it/)
– [Marketing Spend Optimization: Why Training Budget Allocation Fails](https://revheat.com/marketing-spend-optimization-benchmark-reconciliation/)
– [Marketing Spend Optimization: Why Gartner Says 7.7% and Iconiq Says 30-55% (And How to Pick the Right Benchmark for Your Stage)](https://revheat.com/marketing-spend-optimization-benchmark-reconciliation-budget-benchmarks/)
– [New Business vs. Account Expansion: The Revenue Mix That Maximizes Growth Efficiency](https://revheat.com/new-business-vs-account-expansion/)
– [The Opportunity to Close Roadmap: How to Score Deals Objectively and Predict Win Rates (Validated Across 222 Opportunities)](https://revheat.com/opportunity-to-close-roadmap-sales-pipeline-management/)
– [Product-Led Growth vs. Sales-Led: Why the PLG Ceiling Hits Hard at $25K ACV (RevHeat Research Report 2.5)](https://revheat.com/plg-performance-ceiling-25k-acv-product-led-growth-vs-sales/)
– [QuotaFit vs. Traditional Hiring: Why 92% of Recommended Hires Hit Quota (And 75% of Ignored Recommendations Fail)](https://revheat.com/quotafit-vs-traditional-hiring-sales-team-training/)
– [QuotaFit vs. Traditional Sales Recruiting: Why 92% Success Rate Beats 20% Industry Average](https://revheat.com/quotafit-vs-traditional-recruiting-sales-consulting-firms/)
– [Revenue Consulting: Installation vs. Advisory and Why Most Consulting Engagements Fail (SMARTSCALING Framework vs. Generic Playbooks)](https://revheat.com/revenue-consulting-installation-vs-advisory/)
– [Revenue Diagnostic: How to Identify Your Binding Constraint in 45 Minutes (RevHeat Diagnostic Framework)](https://revheat.com/revenue-diagnostic-framework/)
– [Revenue Forecasting Model: Building Data-Driven Forecasts Tied to Pipeline Health Metrics](https://revheat.com/revenue-forecasting-model/)
– [Revenue Growth Strategy: How to Increase Revenue by Fixing the Binding Constraint First](https://revheat.com/revenue-growth-strategy-binding-constraint/)
– [Revenue Operations for Service Businesses (Not SaaS)](https://revheat.com/revenue-operations/)
– [When to Hire RevOps vs Sales Ops: A Revenue Leader’s Guide](https://revheat.com/revenue-operations-vs-sales-operations/)
– [Sales Analytics Framework: The 12 Metrics That Diagnose Revenue System Health](https://revheat.com/sales-analytics-framework/)
– [Sales Assessment Framework: Measuring the 21 Competencies That Predict Elite Performance (RevHeat Benchmark: 2.5M Sellers)](https://revheat.com/sales-assessment-21-competencies/)
– [Sales Coaching vs Sales Consulting vs Sales Systems: What Actually Moves Revenue](https://revheat.com/sales-coaching-vs-consulting-vs-systems/)
– [Sales Compensation Plans That Drive Behavior](https://revheat.com/sales-compensation/)
– [Sales Compensation Plan Examples That Actually Drive Behavior: A Data-Backed Guide](https://revheat.com/sales-compensation-plan-examples/)
– [Sales Compensation Plan Examples That Actually Drive Behavior](https://revheat.com/sales-compensation-plan-examples-that-actually-drive-behavio/)
– [Sales Compensation Design: Why Wrong Comp Costs You $576K Annually (RevHeat Total Cost of Wrong Comp Model)](https://revheat.com/sales-compensation-total-cost-model/)
– [Sales Enablement Strategy: Playbooks, Tools & Battle Cards](https://revheat.com/sales-enablement/)
– [Sales Forecasting vs. Pipeline Management: Why Accurate Forecasts Require Pipeline Discipline](https://revheat.com/sales-forecasting-vs-pipeline-management/)
– [Sales Hiring System: The QuotaFit Framework for Building High-Performance Revenue Teams](https://revheat.com/sales-hiring/)
– [Sales Hiring Mistakes: How One Company Turned a $2.5M Loss Into Growth in 90 Days](https://revheat.com/sales-hiring-mistakes-how-one-company-turned-a-25m-loss-into-growth-in-90-days/)
– [Sales Hiring Mistakes: Why 80% of Hires Fail and What the Top 10% Do Differently](https://revheat.com/sales-hiring-mistakes-why-80-of-hires-fail-and-what-the-top-10-do-differently/)
– [Sales Assessment Tools: The QuotaFit Guide to Predicting Rep Success](https://revheat.com/sales-hiring-predictability-gap/)
– [Sales Leadership Development: Building Leaders Who Drive Results](https://revheat.com/sales-leadership/)
– [Sales Leadership Development: The 4-Stage Framework That Fixes What’s Actually Broken](https://revheat.com/sales-leadership-development-framework/)
– [Sales Leadership Training — What Works, What Doesn’t, and What the Data Says](https://revheat.com/sales-leadership-training-data/)
– [Sales Management System: The Operating Cadence That Drives Consistent Execution](https://revheat.com/sales-management-system-operating-cadence/)
– [The Sales Management Transition: When Founders Must Stop Selling and Start Building Leaders](https://revheat.com/sales-management-transition-founders/)
– [Sales Metrics That Matter: What 187 Companies Actually Track](https://revheat.com/sales-metrics-analytics/)
– [The Sales Operations Blueprint: 11 Core Functions That Enable Scalable Revenue (SMARTSCALING Framework)](https://revheat.com/sales-operations-11-functions/)
– [Sales Team Structure: Organizing for Scale](https://revheat.com/sales-organizational-design/)
– [Building a Sales Team: Hire, Lead, Structure Your Way to Revenue Scale](https://revheat.com/sales-people/)
– [Sales Performance Management: What 187 Companies Got Right (and Wrong)](https://revheat.com/sales-performance/)
– [Sales Performance Review Template (Plus a Coaching Plan You Can Copy)](https://revheat.com/sales-performance-review-template/)
– [Sales Pipeline Stages That Convert: The 2024 System Skill Framework](https://revheat.com/sales-pipeline-stages/)
– [Sales Pipeline Stages: Designing Exit Criteria That Eliminate Guesswork Forecasting](https://revheat.com/sales-pipeline-stages-exit-criteria/)
– [Sales Process: Building Repeatable Systems That Scale](https://revheat.com/sales-process/)
– [Sales Process Architecture: Designing Systems That Work](https://revheat.com/sales-process-architecture/)
– [Sales Process Architecture for Custom Service Businesses](https://revheat.com/sales-process-custom-service-businesses/)
– [Sales Strategy for Service Businesses: The 2 Functions That Drive Predictable Growth](https://revheat.com/sales-strategy/)
– [Sales Talent Assessment: Who to Hire, Coach, and Move](https://revheat.com/sales-talent-assessment/)
– [Sales Tech Stack ROI: Why Your Next $30K Tool Is Destroying Your CRM Adoption (And Costing You $66K in Context Switching)](https://revheat.com/sales-tech-stack-roi/)
– [Sales Territory Management: Designing Territory Models That Balance Capacity and Opportunity](https://revheat.com/sales-territory-management-models/)
– [The Sales Training Misallocation Problem: Why 80% of $5.7B Industry Budget Goes to the Wrong Skills (RevHeat Analysis)](https://revheat.com/sales-training-misallocation-problem/)
– [Sales Training vs. Sales Systems: Why Sandler and Miller Heiman Fail Without Process Infrastructure](https://revheat.com/sales-training-vs-systems-installation/)
– [Sales Velocity Formula: The 4-Variable Equation That Predicts Revenue Growth](https://revheat.com/sales-velocity-formula/)
– [Sandler vs RAIN Selling: Which Sales Methodology Fits Your Team?](https://revheat.com/sandler-vs-rain-vs-smartscaling/)
– [From 2 Reps to 20 to 40: The Scaling Playbook (Ken’s Story)](https://revheat.com/scaling-2-to-20-to-40-reps/)
– [SDR Cost Per Meeting: Why It Increased 270% from 2020 to 2025 (RevHeat Research Report 3.6)](https://revheat.com/sdr-cost-per-meeting-270-percent-increase/)
– [The SDR Model Decline: Why Active SDR Headcount Dropped 12% in 18 Months and Quota Attainment Hit 57%](https://revheat.com/sdr-model-decline/)
– [The SMARTSCALING™ Framework: How 187 Companies Reveal the 11 Functions That Drive Revenue](https://revheat.com/smartscaling-hub/)
– [SMARTSCALING vs. Sandler and Miller Heiman: Why Training Programs Fail Without Revenue Architecture](https://revheat.com/smartscaling-vs-sandler-miller-heiman/)
– [The State of Sales Teams 2026: Data From 11,744 Companies [Research Report]](https://revheat.com/state-of-sales-teams-2026/)
– [Strategic Account Management: The Multi-Threading Framework for Enterprise Account Penetration](https://revheat.com/strategic-account-management-framework/)
– [System Skills vs. Relationship Skills: The 600% Social Selling Gap and What It Means (RevHeat 2.5M Seller Analysis)](https://revheat.com/system-skills-vs-relationship-skills-sales-effectiveness/)
– [Technical Team vs Sales Team: Why Your Engineers Don’t Respect Your Sellers (And the Data-Backed Fix)](https://revheat.com/technical-team-vs-sales-team/)
– [The Real Cost of a Bad Sales Hire (We Analyzed 187 Companies)](https://revheat.com/the-real-cost-of-a-bad-sales-hire-we-analyzed-33000-companie/)
– [What Is a Discovery Call? 25 Discovery Call Questions and a Template](https://revheat.com/what-is-a-discovery-call/)
– [What Is a Fractional CRO? Role, Cost, and When You Need One](https://revheat.com/what-is-a-fractional-cro/)
– [When to Hire Your First Sales Rep: The 7-Dimension Readiness Score That Predicts Success](https://revheat.com/when-to-hire-first-sales-rep-readiness-score/)
– [Why 92% of Sales Processes Fail](https://revheat.com/why-92-percent-sales-processes-fail/)