October 13, 2020 11:00 AM
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.
How sales leaders should be thinking about quotas
Different compensation models to consider and evaluate when setting one up
What is the right territory coverage for remote teams
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.
We hosted an AMA (ask me anything) with sales compensation leader, Rachel Parrinello from the Alexander Group, and Matt Haller of CaptivateIQ, as they discuss the state of sales comp, and answer some of the audience's toughest comp planning questions.
How is your compensation plan including your quotas impacting your sales team's ability and motivation to deliver? We sit down with two ICM/Rev Ops leaders to pick their brains on how companies can leverage the power of effective comp plan design and incentives to motivate everyone across your team.