Your Video Course in Compensation & Territory Plan Development

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.

What you'll learn:

  • 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


Christian Borrelli
Head of Sales, CaptivateIQ

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.

Rosalyn Santa Elena
Head of Revenue Operations, Clari

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.