— On demand webinar—
— Live event —
Sales comp horror stories: When incentivizing seller behavior goes wrong
Industry leaders discuss real-world scenarios of failed incentives, submitted by the community
We invited operators from leading revenue orgs (Cisco, Unity, and Databricks) to dissect several real-world examples (submitted from community members) of when motivating and incentivizing the sales force failed. Our speakers shared how they would have avoided these disasters.
Tune in to hear more on avoiding gaming in comp plans, unbalanced territories and quotas, upside-down sales comp budgets, and a discussion around the real costs of “selling at all costs”.
This is part of the NUDGE 2024 series.
What we'll cover
What Should This Say?
With your hosts:
Pauline Xu
Kristina Plane
Kristina is a distinguished leader in the field of sales compensation, currently spearheading compensation design and implementation at Cisco within the specialist organization. With over a decade of experience, Kristina has a proven track record of developing innovative compensation models that drive sales performance and align with organizational goals. Throughout her career, Kristina has been instrumental in designing and implementing sales compensation plans that not only motivate sales teams but also ensure fair and effective reward systems. Her expertise spans across multiple facets of sales compensation, including incentive plan design, quota setting, and performance metrics. She is known for her analytical prowess, strategic thinking, and ability to navigate complex compensation challenges in dynamic business environments. In her role at Cisco, Kristina continues to lead transformative initiatives that enhance sales effectiveness and drive business growth. She is passionate about leveraging data-driven strategies to create compelling compensation plans that align with both company objectives and sales team aspirations
Vince DaCosta
Vince has 13+ years of experience managing complex sales performance initiatives across multiple industries driving outstanding results in each of his roles. During his consulting tenure, he conducted over 55 unique SPM assessments, vendor selections and implementation projects. As a leader, Vince has directed annual Sales Compensation programs (+$200M budget and +2k payees) while managing multiple national remote Sales Compensation/Operations teams. Vince earned his CSCP (Certified Sales Compensation Professional) through WorldatWork, and has extensive experience in both the healthcare & high-tech software industries.
David Gerardi
Pauline Xu
Kristina Plane
Vince DaCosta
David Gerardi
Pauline Xu
Kristina Plane
Vince DaCosta