leader
Agree, quantify, then show the fix
When a senior leader points out a gap in your team, agree with what's true, put a number on it, then show the plan to close it.
Updated 26 October 2026
The playbook
A practical GTM playbook for sales leaders in the AI era.
Quota and Code is a practical playbook for sales and go-to-market leaders. It collects the frameworks, plays and coaching methods that hold up when AI changes how buyers research and how teams work, with every idea credited to the people who shared it.
Built for sales leaders, reps, RevOps and founders. The weekly issue goes out on Substack.
Featured play
Fix the list before the rep
When outbound stalls, check the account list and data before you coach technique. Most pipeline problems start upstream of the rep.
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GTM Sales lists sales, RevOps, enablement, partnerships and GTM engineering roles in Canada and the US, straight from companies' own careers sites. Pay is shown wherever the posting lists it.
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Latest plays
All playsleader
Find team-level gaps first
If two of three reps share the same gap, fix it at team level before you coach individuals. Shared gaps usually point to a process, list or enablement problem.
Updated 26 October 2026
leader · rep
Peer-led coaching
Each rep's strength is another rep's coaching plan. Run a recurring peer session where reps teach the skill they're best at.
Updated 26 October 2026
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One play, three signals from the week and one term worth knowing, every Wednesday morning.