Webinar Replay
Right People & Engagement Model: 
Sales Organization & Role Design Best Practices


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Top performing sales organizations are attune to the voice of customer and reflect it in how they organize and define their sales roles.  Organizations that look inward and base their organization structure and role definitions upon their solutions and P&L structure often under-perform due to lack of customer focus, duplication of effort, and sometimes competing with themselves. Leading sales organizations ensure alignment between how their target customers buy with how their sales force engages.

Attend this event for these benefits/takeaways

  1. Key things to be attune to regarding the voice of customer
  2. Sales organization and role design best practices
  3. How to ensure execution accountability 

This webinar focuses on this blueprint for building the foundation for maximizing sales productivity. 

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.