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For many companies, 2012 was a year of positive momentum and better results. Consequently, strong optimism influenced planning for 2013, leading to one resounding, emphatic focus: GROWTH. As such, companies geared their compensation plans to focus the sales force on growth. Has it worked? This, at first glance, should be a simple question for sales compensation professionals to answer, but it is often illusive.
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This practical, high impact discussion will focus on key practices for how to understand the effectiveness of your sales compensation plan and where to look as you seek to make improvements.
Expert Presenter Bios:
Shawn P. Rossi, Principal, Mercer Sales Performance Practice Leader, Mercer
Mr. Rossi has over eighteen years experience working with software, hardware, telecommunications, banking, insurance, and medical device companies to improve sales and marketing effectiveness. He has developed leading edge, innovative frameworks for the definition and implementation of sales performance management solutions that drive maximum sales results.
Erik W. Charles, Principal Incentives Strategist, Xactly Corporation
Mr. Charles has over 20 years of experience working with sales and incentive compensation. He has designed plans as a consultant, managed them in both sales operations and as a sales manager, and has been working on sales effectiveness software solutions since the 1990s.
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