Workshop Details

Hear how other leaders are navigating through transforming into a world-class revenue organization.

Date: XX

If 2020 taught us anything when it comes to forecasting, it’s that there is an absolute need for agility within the revenue organization. In recent research conducted by Xactly, 75 percent of survey respondents changed revenue goals in the wake of the pandemic. And when revenue goals change, that change impacts the entire organization.

So how do you create a world-class revenue organization that can manage through the unpredictable?

In our first workshop of the series, we’ve gathered a group of the top revenue leaders to walk you through:

• How to be nimble and adjust quickly when unforeseen challenges arise
• The steps needed to build out your revenue center across the business
• Creating a framework for continuous reinforcement through teams

Learn how to create a blueprint to calculate risk and opportunity for accelerated growth

Date: XX

Forecasting has always been part art, part science. But over the past few years, forecasting “art” has become less important as you aim for the most accurate forecast possible. Science, on the other hand, is what keeps you honest. It helps to remove the tiny thread of “hope” you sometimes experience when calling numbers. Finding the right mix and balance between art and science is where the magic happens.

Many revenue leaders struggle with this piece of the forecasting puzzle. In fact, according to our recent report, half of revenue leaders surveyed said it’s now more difficult than ever to forecast bookings. And when it comes to companies with more than 5,000 employees, the number rises to 59%.

Gut feel and hope can only get you so far. When you focus on the right data, it brings discipline to the process to help you understand what good revenue looks like. 

The second workshop in our series focuses on how to get the data right. So let’s dive in!

A few key areas we’ll cover:

• The critical data points you can’t ignore
• What a good forecasting dashboard looks like
• How to identify the good, better and best scenarios when it comes to your CRM data
• Creating predictable insights using both intent and transactional data
• How to nail your numbers and come to the table with the facts, not hope
• A blueprint for a winning forecasting strategy

Using data to drive behavioral changes at scale and build a high-performing revenue team

Date: XX

Making sure your data streams are actionable, correct, and flowing to the right place is one piece of the sales forecasting puzzle. The people-based processes are another piece. Sales guidance and the execution of sales forecasting activities are quite the effort to manage. As such, organizations continue to struggle in these areas.

“You missed the number? Hey, no problem, you’ll get it next quarter!” said no CEO or board member ever! Which makes having a rock-solid, structured way to reinforce tactics just as crucial as the data. Using data to inform how to manage your team makes you a more impactful leader. You become more effective in coaching reps through opportunities, managing their pipeline, adjusting territories, and setting incentives to drive change. Ultimately leading to greater predictability in the sales forecast.

In this last workshop of the series, we’ll cover how to do more with your data and insights to better coach your teams. Let’s get after it!

A few key areas we’ll cover in this session:

• How to uncover and focus on the right deal
• Ways to have more impactful 1:1s when it comes to coaching and guided selling
• How to drill into the opportunity and learn when to walk away
• How to run an effective forecasting call — mixing human + machine to find the good input and weed out the bad
• Getting the cadence of reporting down — solidifying the who, what and when