Early Warning Signs: How to Proactively and Effectively Manage Sales Compensation


What are the signs of trouble within a sales team, and when is it too late to run a report? Often, the request to check into something means that the problem already exists and creates a mad scramble to fix it. In this webinar, Erik Charles will cover the top early warning signs, and how to identify the danger signals before it’s too late.

Erik will discuss the most useful dashboards and reports you should have at your fingertips, including:

  • Quota attainment, by rep, by team and by region, vs the same time period, year over year
  • Tools to evaluate if you are overpaying for low performers
  • What is the relationship between tenure and quota attainment at your company? How does that compare to peer firms?

Learn the answers to common sales performance management questions, such as:

  • Evaluating turnover rate and when it should trigger a warning bell
  • How does your sales team’s quota attainment stack up against the market?
  • Why knowing tenure trends is critical to seeing the big picture, and why long-tenure reps are not always the best
  • How a rockstar sales rep in a region can cover up a for a team dominated by low performers, and what to do with this knowledge

Early detection and ongoing monitoring of sales performance means you will be the provider of an incredible early warning system to help advise and guide the organization, instead of being at the mercy of the reactive response to revenue shortfalls. Help your organization make data-driven and strategic course corrections instead of emergency response decisions.

Sponsored By


On-Demand Webinar

Access: 90 Day Access | On-Demand Event Code: WEBINAR-20180306-PLAYBACK

Recorded Event

Please note: Prices are subject to change without notice. All sales are nonrefundable. Access to the live event is limited to the first 1000 participants, so be sure to log on up to 15 minutes prior to the event start time. The live event includes access to playback. Playback and the on-demand webinar are available two business days following the live event, and you can access them for 90 days. If you order the on-demand webinar after the live event, your 90-day access begins the day of order.

HRCI credits will only be granted for attending the live webinar event. On-demand webinars do not qualify for HRCI credit. You may receive a certificate of completion for watching an on-demand webinar. Please contact Customer Relationship Services at 877-951-9191 (United States and Canada) or +1 480-951-9191 (other countries) or email customerrelations@worldatwork.org to request this certificate. You'll receive it in two to four weeks via email.


Erik Charles

Vice President, Strategic Marketing | Xactly Corporaton

Erik W. Charles is an accomplished professional with over two decades of experience in Marketing, Consulting, and Product Evangelization. Erik focuses on helping companies drive expansion and team growth by better aligning positions, responsibilities, and incentives. He brings a multitude of skills ranging from multinational enterprise firms to small startups, allowing him to design and apply different models depending on the market, people, and corporate goals.

As the Vice President of Strategic Marketing, Erik will focus his activities as a subject matter expert in the area of Sales Performance Management to ensure that Xactly’s marketing, sales and product teams have the necessary strategic input for industry leading messaging, positioning, and future direction.

Prior to joining Xactly Corporation, Erik was the Vice President, Marketing, at CAKE by Accelerize. There he was accountable for driving sales enablement; lead generation, product positioning and strategy, as well as new product launch initiatives. He has also held positions at Canon, Sun Microsystems, and Apple. In addition, Erik has an extensive consulting and research background, his areas of specialty include: key measures for Sales and Marketing roles, identification of focal points for improvement in customer acquisition, and retention, as well as design and communication of improved incentive plans with strong line-of-sight metrics.

Erik has a bachelor’s degree from Stanford University and an MBA from the Paul Merage School of Business at the University of California, Irvine. At Merage he serves as a mentor for students, an occasional guest lecturer, and is a charter member of the Dean's Leadership Circle. In his spare time, he enjoys hiking and camping with his wife and two sons.

Speaking Experience:
Erik Charles is a frequent speaker at events such as Dreamforce, Argyle CFO forums, World at Work, AAISP, Sales 2.0, Sales Management Association and others. He holds regular webinars on the subject of sales force motivation and optimization. He is guest lecturer at the Paul Merage School of Business and the Carlson School of Management.

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