Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Why Traditional Pipeline Management Is Dead with Kyle MordenÂ
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Kyle Morden, Vice President of Sales at HiHello Inc., for a compelling discussion on pipeline management and the digital transformation of modern sales and the growing role of AI in revenue operations. With over two decades of sales leadership experience…
CRO Collective: Aligning Strategy, Systems, and Success with Guy Rubin
In this insightful episode of the CRO Collective Podcast, host Warren Zenna is joined by Guy Rubin, CEO of Ebsta, to discuss the current state and evolution of the Chief Revenue Officer (CRO) role in both the US and UK. With increasing recognition of the CRO’s strategic importance, they explore the systemic challenges, short tenures,…
Cracking Quota Attainment and Sales Performance with Guy Rubin, CEO of Ebsta
This week on Topline, hosts AJ Bruno, Asad Zaman, and Sam Jacobs are joined by Guy Rubin, CEO of Ebsta, to discuss the 2025 GTM Benchmark Report and what its data reveals about sales performance, quota attainment, and the evolving role of revenue leadership. Guy dives into how data from almost $50B in pipeline and…
Net Revenue Retention Rate with Mohamed Kerbek of Acerta
Mohamed Kerbek jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations, discover his most important metric to track which is: Net Revenue Retention Rate. Check out all the other episodes of Sales Operations Demystified here.
You can learn more about:
Table of Contents
Tools Mentioned:
Key Takeaways
How to internally recruit revenue operations resources
Mohamed shifted into revenue operations after he spent time in marketing, he naturally shifted away from the brand and softer side of marketing and towards the operational and data side. It was this side of him that then led him into the field of revenue operations field.
This gave me an idea… if you are looking to recruit internally into sales or revenue operations, it could be worthwhile looking into other departments to find resources with a “good eye for data” and bring them into your team 😉
The three-pronged approach to working with sales reps
Mohamed shares his three-pronged approach to working with sales reps:
- Accountability
- Learning
- Competition
He keeps reps accountable with bi-weekly forecasting calls and then facilitates competition with specific dashboards.
Most important metric: Net Revenue Retention Rate
Mohamed’s favorite metric is a wholistic one: Net Revenue Retention Rate. This is the amount of revenue retained from a cohort of customers over a specific time period.
E.g. if you have 100 customers generation $10,000 in month 1 and in the 13th month those 100 customers are generating $12,000 you have -20% net revenue retention – this is a very good sign as it shows that your customers are spending more with you than you are loosing from churned customers.
In contrast, if you have positive net revenue retention, you may want to spend more time in product development before bringing on new customers.
Biweekly group forecasting meetings
Mohamed hosts a biweekly forecasting meeting with all 10 sales reps and the sales leader. This enables them to collect the forecast but also brainstorm options to move deals forward there and then with the rest of the team.
This is an effective strategy when your sales team is around the 10-15 mark, above that and you may need to split this group into multiple sessions. Mohamed states that these sessions have a “healthy degree of tension” 🙂
Joe Gelata strikes again…
We episode Joe Gelata a while back (check out the interview here), since then a number of other guests have said that he has been a significant influence on their career. Mohamed mentioned that everything that he had achieved during his career to date was due to Joe’s guidance when they worked together at Axonify.
