In "Solving Underperformance: How to Lift Up the 40%," Jacco van der Kooij identifies the issue of underperformance in SaaS companies, where 40% of reps can improve with targeted support. Overhiring during the "Golden Age of SaaS" led to a weakened market, causing most reps to miss targets. The report suggests "Impact Sprints," focusing on one skill at a time with weekly coaching, to lift underperformers above the 'normal' line, driving revenue growth. Traditional strategies like large-scale training and relying on superstar reps are deemed ineffective. The report emphasizes agile training and coaching for sustainable revenue growth in B2B SaaS.

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