How do I incentivize my reps to crush their quotas? What is the right comp structure? How should I set up my territory planning? These questions are difficult enough for sales and ops leaders during a normal year. Today, those critical decisions are exponentially more complex and significant as teams across the organization are remote and territory coverage becomes digital.
Previously, Christian held leadership positions in the Business Operations & GTM teams for Siemens and Finance & Operations teams for Cybereason and Tibco Software. Christian graduated from Bentley University.
With over 20 years of experience leading GTM and Revenue Operations, Rosalyn Santa Elena has a passion for building and optimizing teams, processes, and systems to drive excellence across revenue teams. Rosalyn is currently the Head of Revenue Operations at Clari and serves as an Advisor at Sendoso and at CaptivateIQ.
With the uncertainty of today's economy, how does your org provide the resources and structure that your sales teams need to succeed? How do you balance it against controlling costs and keeping the business healthy? The results are in. CaptivateIQ’s State of Sales Compensation 2022 report found that a majority of sales managers (60%) have made adjustments to their plans in recent months, and nearly all (95%) want the ability to keep adjusting in the face of uncertain times. But if you want your sales team to succeed, it's not enough just to make plan adjustments. Watch CaptivateIQ’s Co-CEO & Co-founder, Arc Technologies' CRO, and Dooly's VP of Revenue to get a comprehensive view of the trends, strategies, and market dynamics affecting sales compensation today
Amidst ongoing economic uncertainty, sales performance and motivation have become increasingly critical. Yet visibility into compensation plays an often overlooked back-office role in driving revenue growth. Following the announcement of CaptivateIQ's newly redesigned Rep Experience and What-if Earnings Calculator, one of our product managers will be leading a live session on how to unlock performance with commissions transparency.