Why Sales Shouldn't Own Revenue

Added: 2026-05-16

[00:00:00]My view is that the sales department should not be responsible for revenue.

[00:00:04]Because if you think about it, in most organizations, not all, not project-based organizations, but in most organization, revenue does not come directly from the efforts of sales people.

[00:00:14]It comes from existing customers repurchasing. Mhm.

[00:00:18]Um now, what determines whether or not customers are going to repurchase?

[00:00:26]It It turns out we can figure that out by by looking at customers who stop purchasing Mhm. and take their money to a competitor. And if And if you look at the reasons why customers defect and go to a competitor, it's always [music] one of the same three reasons. They're unhappy with the operational performance of the organization, late late deliveries, broken promises. They're unhappy with pricing or they're unhappy with the product or the range of products. Mhm.

[00:00:50]>> And if you think about those three cri- criteria, those three criterias are, at least in a healthy organization, the responsibility of operations, not sales.