Webinar Replay
Right Opportunities and Focus: 
Sales Strategy, Targeting Quota Setting Best Practices


Mercer recently completed a survey of sales and sales operations managers, as well as executives, asking, "What is the most significant lever to drive sales productivity." By far and away, the #1 lever was sales strategy – deal/pipeline management, quota setting, sales compensation and sales training rounded out the top five. This would imply most companies would be good at it, but our experience tells us otherwise. 

What does this tell us?  Focusing the sales organization on the right opportunities is critical, as 3 of the top 5 sales levers are related to it: sales strategy, quota setting and deal/pipeline management.

Attend this live event for these benefits/takeaways

  1. How to develop an actionable sales strategy and the inputs required
  2. Quota setting best practices
  3. Pipeline management and its impact for targeting and quota setting  

This webinar will help you put the right focus on your levers to drive 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.