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Webinar Recording

Optimizing Sales Performance for Financial Success: Benchmarks, Pitfalls & Best Practices

Date: Thursday, June 19, 2014
Time: 2:00 pm - 3:00 pm EDT There are no CPE Credits for this Solution Demonstration.
Finance leaders are taking a more active role in driving results across the enterprise. Collaboration with sales leaders and HR to optimize sales performance management is critical to delivering predictable growth. Executives from all three organizations need to have a firm understanding of the metrics, compensation, training and tools used to assess sales targets and deal win rates to optimize performance and achieve financial success.

Join us as we review CSO Insights’ 5th annual Sales Management Performance Optimization (SMO) study. The study surveyed over 1,200 companies worldwide. You'll learn how to financially benchmark your organization and improve your company’s revenues, forecast accuracy, and the precision of incentive compensation to better control costs.
After attending this event you will be able to:
Benchmark your company’s financial performance relative to key sales performance and management metrics
Understand the strategies and tactics leading companies use to increase revenues and reduce competitive losses
More effectively optimize your organization’s forecasting and sales incentive management efforts


Erik W. Charles, Principal Incentives Strategist, Xactly
Erik W. Charles
Principal Incentives Strategist, Xactly
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 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. Erik has a bachelor’s degree from Stanford University, and an MBA from the University of California, Irvine.
Barry Trailer, Managing Partner & Co-founder, CSO Insights
Barry Trailer
Managing Partner & Co-founder, CSO Insights
Barry Trailer is a managing partner and co-founder of CSO Insights a sales effectiveness research and benchmarking firm. In addition to more than thirty years of professional selling experience Barry has also been president of Miller-Heiman, a respected sales training firm and Goldmine, a well known CRM application. Barry has conducted seminars with hundreds of companies, including HP, Sun Microsystems, Oracle, and Hitachi Data Systems. He has been a keynote speaker at dozens of sales events presenting Sales Mastery. Barry’s writing includes The Sales & Marketing Excellence Challenge: Changing How the Game Is Played, co-authored with Jim Dickie (Jan ’03). In addition he has written Sales Mastery a novel (1991), served as Contributing Editor (1997-1999) with the monthly column “Can We Talk?” for Sales & Field Force Automation (now CRM) magazine and produced numerous white papers on sales process. Jim and Barry have been twice published in the Harvard Business Review (July-Aug 2006, Dec 2010-Jan 2011).
Moderated by: Ernie Humphrey, Educational Programs Leader, Proformative
Moderated by: Ernie Humphrey
Educational Programs Leader, Proformative
Ernie currently serves as the CEO of 360 Thought Leadership Consulting and as the Educational Programs Leader for Proformative. 360 Thought Leadership Consulting helps companies define and unlock the strategic value of their thought leadership programs by delivering comprehensive marketing services and business development strategy consulting. Previously Ernie served as the Vice President, Educational & Marketing Programs for Proformative. Ernie has overseen the content and execution of over 200 events designed to further the careers of finance and accounting leaders and related professionals. Formerly, Ernie served as the Director of Treasury Services and as a Director of the Corporate Treasurers Council for the Association for Financial Professionals. Ernie has extensive experience in the areas of educational program development and execution, online marketing, website content management, international cash management, and acquisition integration. Ernie has a BS and MS in Economics both from Purdue University.


Event Sponsor Xactly
Xactly - Xactly empowers companies of all sizes to incent right. We help people everywhere connect and unleash their human potential through seamless, perfectly aligned incentive compensation. We believe in the power of incentives to help companies, their employees, and their partners build stronger relationships and achieve more. Xactly takes incentive compensation from a dark art to a science, providing decision-makers with the data insights they need to tap the motivational power of their incentive compensation. We imagine a world where anyone can design and manage the ideal incentives to drive their business inspire their people. At Xactly, we are driving the future of incentive compensation.
By filling out this form you will become a member of Proformative, and are subject to Proformative's User Agreement. This webinar is provided to you for free by the sponsor, who may contact you later.

There are no CPE Credits for this Solution Demonstration.