Sales Compensation Trends and Best Practices


You will get first-hand knowledge into industry trends in sales compensation for planning and administration, based on recent survey results and 13 years of live aggregated data. You will learn the top challenges faced by compensation administration professionals, how to rate the effectiveness of your sales compensation administration process, and most important, tips to improve it.

Join Justin Lane, senior director of strategic services for Xactly, to discuss:

  • Compensation administration best practices based on recent survey results and live data aggregated from hundreds of companies paying hundreds of thousands of payees
  • How to predict and prevent rep attrition
  • Ideas to improve payment accuracy
  • Key metrics to watch and benchmark against, such as sales compensation payment expense as a % of revenue

Attend this webinar to learn important best practices, evaluate your processes against benchmarks, gain insight into sales compensation programs, all while comparing your organization against peer groups and industry data. You’ll learn recommended analysis and metrics to help you engage with your business leaders on how to elevate your sales compensation program.

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On-Demand Webinar

Access: 90-Day Access | On-Demand Event Code: WEBINAR-20180620-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 to request this certificate. You'll receive it in two to four weeks via email.


Maria Oczko-Canant

Lead, Strategic Services practice | Xactly Corporation

Maria has been in the sales compensation space for over a decade and has worked on a wide range of ICM Assessment and Implementation projects specialising in the assessment and future state definition of sales compensation administration, running projects including:

  • Global implementation readiness projects related to ICM technology and
  • Governance models
  • ICM Assessments focused on optimizing sales compensation admin program and processes for multi-business unit organizations

Maria also has vast experience administering ICM technology. She has led sales compensation administration teams on the client side in the SaaS and Technology industries.

Maria’s work across industries and clients include: Lexmark (ECM division), Dimension Data, DXC (Formally Computer Science Corp (CSC), D2L, Thermo Fisher, FireEye, Honeywell, Cox Automtive, amongst dozens of others.

Erik Charles

Vice President, Strategic Marketing | Xactly Corporaton

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

Erik has over 20 years of experience working with sales and incentive compensation. He has designed plans as a consultant, managed them in both sales operations and as a sales manager, and has been working on sales effectiveness software solutions since the 1990s.

Today Erik uses that experience to help develop the next generation of incentive compensation solutions at Xactly. He also works as an angel investor and early stage company advisor and is a charter member of the Dean's Leadership Circle of the Paul Merage School of Business.

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+1 877 951 9191

USA and Canada

+1 480 951 9191

Other Countries


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