Most B2B companies devote the single largest portion of their go-to-market (GTM) investment to sales compensation. But the nature of sales compensation is always evolving in response to changing market conditions, and these transformations demand a strategic approach. Companies are undergoing a fundamental shift in selling motions and rules of engagement that fit into strategy and shape how they design compensation structures. Join us for a fireside chat with finance and operations leaders as we explore sales compensation as a strategic lever, recap the state of sales compensation, and make bold predictions for 2022.
With 20+ years of experience leading GTM and Revenue Operations at both enterprise companies and at high growth start-ups, Rosalyn Santa Elena has a passion for building and optimizing teams, processes, and systems across revenue teams. Sales compensation is where she started her Operations career and therefore, it holds a special place in her heart! She is currently the VP of Global Revenue Operations at Neo4j and Host of The Revenue Engine Podcast and serves as an Advisor at several high growth companies. Rosalyn is also an active leader in multiple organizations where she is a champion of all things Operations.
Mark Schopmeyer is the Co-CEO and Co-Founder of CaptivateIQ, the leader in sales commission software. Under his leadership, the company has grown to over 200 employees and delivered 3x year-over-year revenue growth since its founding in 2018. He learned deeply about important gaps and opportunities in commission management while holding finance leadership positions at video advertising platform BrightRoll where he was inspired to create a new, more strategic approach to make compensation a true lever in driving activity toward core business objectives. Prior to founding CaptivateIQ, Mark was an investment professional for a growth equity firm executing investments in the software sector. Mark has a Bachelor of Science degree in Business Administration from UC Berkeley Haas School of Business.
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.