Sales Compensation: Why You May Need to Change Your Plan Mid-Year and How to Do It Right
On Demand until January 01, 2024
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Are you paying the price for a failing sales compensation plan? Have your reps lost hope in their goals? Or have unforeseen changes ruined your forecasts for the year? Can you even tell what is working and what is not? Are too many sales reps failing to meet quota or exceeding it, leading to excess expenditure or missed revenue targets. Or perhaps a product launch has been postponed, impacting reps’ ability to hit quota.

Many organizations either cannot or will not reassess their sales incentive plan until the end of the year, when it is far too late. Revenue targets have already been missed or budgets blown with a fraction of the ROI anticipated. 

Meanwhile, the companies that can analyze sales performance mid-year and adjust the plan to adapt to changes in the GTM strategy see much higher ROI on their comp spend and a lot less stress at the end of the year.

So — how can we tell whether changing the sales compensation plan is necessary and beneficial? And if change is required, how can we make those changes without demotivating the sales team and frustrating comp operations?

Join our panel of experts as they share insights on how to manage the change process, including using data to make effective changes, and how to communicate those changes clearly to the sales team and the broader organization. We’ll also explore how to navigate disruptions, like a merger or acquisition, and adjust your plan accordingly.

In this webinar, you will learn: 

  • How to assess whether a plan change is necessary
  • Best practices for using current data to make effective changes
  • How to communicate changes clearly to the sales team and broader organization
  • Strategies for navigating disruptions, like mergers or acquisitions
  • The role of technology in modernizing your sales compensation process

Don't miss this opportunity to gain valuable insights and strategies for adapting and optimizing your sales compensation program mid-year.

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Presenters
Nabeil Alazzam
Founder and CEO at Forma.ai

Nabeil Alazzam studied at Queen’s University and then continued after graduation as a consultant for ZS Associates.

At ZS, Nabeil advised Fortune 100 companies on sales force effectiveness and strategy and saw first-hand the pain of poor enterprise sales compensation management. His experiences with designing, implementing, and optimizing sales comp plans for some of the world's leading businesses led him to found Forma.ai in 2016.

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