LAUREN: Yeah, yeah, doing as a collaborative process. You can't just go and sit off in a room somewhere and just decide, okay, this is how we're going to hit the revenue number. And this is based on all these assumptions we've made or data we have in marketing.
And this is great because the reality is every step of mobile number data base that funnel requires the right alignment between sales and marketing. You're both owning each of these steps and looking at how things are closing throughout the pipeline. So, the process I typically take is really partnering with sales leadership, anything coming up with that model to begin with, when you're both looking at it and thinking about, hey, what do we think our close rate is going to be? What is it today? What do we want it to be moving forward? What are the levers that we need to pull on in order to get there?
And then really once you're doing that collaborative process and the aligning on what you're agreeing to, it means you have a clear path to how you're gonna get to those goals. And it's a much more, you know, aligned opportunity going into the quarter. There's less finger pointing of like, well, we brought the leads in, but they didn't convert, and that's sales's problem. That's not really the conversation, right? It's not sales's problem if leads aren't converting. So that's a really important part of the process. So you're all owning the numbers. And I sit down with my team and I walk them through that full model too. So everybody understands where our targets are coming from.
And I think it gets everybody more excited and motivated to see the rationale behind the targets. And nobody wants to feel like they're getting into a quarter or a year, and the number they're looking to hit is something people picked out of thin air, right? And they just decided, okay, we wanted, we want this many opportunities this quarter. So it really helps everybody understand the context.
CAROLINE: Right, right, right. And I think something else you talked about last time, we talked is how iterative this process needs to be, right. Especially when you make assumptions, making sure that you check-in, not every three months, but like every week, right.
LAUREN: Yeah.