Sales leaders are under constant pressure to hit bigger numbers. This YoY growth requires that they attract, retain, and motivate their best reps. Compensation is listed as the top reason reps change jobs making it an important lever to improve seller performance and retention. Yet sales commission is increasingly hard to update and manage as the team grows. Doing this manually leads to costly errors and wasted time, frustrating everyone – from sales reps, ops, finance, and executive leadership! Join sales, ops & finance leaders from Gong, Drift & CaptivateIQ as we discuss how to overcome these challenges.

What you'll learn:

  • How to attract, retain & motivate top sales talent
  • The challenges that surfaced as the team grew & how they solved them
  • How they adapted their processes and tools to improve efficiency & agility


Emily Standish
Emily Standish
Financial Analyst at Drift

Emily currently works in the Finance department at Drift. During this year, she helped implement CaptivateIQ, focused on moving away from spreadsheets, and worked to gain adoption from the Sales department.

Michael Duncan
Michael Duncan
Director of Revenue Operations, Gong

With over 10 years of experience in Revenue Operations and Sales Finance, Michael Duncan has a passion for building and optimizing teams, processes, and systems to drive excellence across revenue teams. Michael is currently Senior Manager of Revenue Operations at Gong and formerly Director of Sales Finance and Upwork.

Sam Arnold
Sam Arnold
Strategic Account Executive

For 9 years, Sam has worked in B2B sales at software companies from start-up to scale-up. He is currently based in San Francisco as a Strategic Account Executive at CaptivateIQ.

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