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Fireside Chat: Creating Predictability in Sales Performance

Salesforce, DXC and Xactly Talk Deal Anticipation & Quarter End

Whether it was the long-awaited fax, the email approval, or the DocuSign alert...almost anyone in sales can relate to waiting on that last deal to come in right before the deadline. And that anticipation is never fun.

Do you find yourself struggling with variance in sales performance? We’ve spent a fair amount of time mulling over the concept of a hockey stick. This is not necessarily a spike in revenue, rather more of a spike in performance at the end of a quarter or fiscal year. And while some industries are more susceptible than others, we find this can cause major disruptions to entire organizations.  

Does this sound familiar to you? Perhaps something you experience often? 

It’s what companies do about this variance that makes the difference in the long run. 
We’ve assembled a panel of industry experts to discuss the hockey stick concept and how they’ve seen it affect their own organizations. In this fireside chat, we will cover a number of topics including:

  • Is a “hockey stick” in performance preventable?  And is it really a bad thing?
  • Controlling sales cycles to drive consistent performance
  • Cultivating sales performance that isn’t susceptible to external factors 
  • Recognizing the different planning trends of savvy reps, finance and ops teams 
  • Achieving predictability in spite of hockey stick performance

Join us for a lively discussion with time at the end for a live Q&A. Register today. 

  • Forecasting
  • Incentive Compensation
  • Sales Performance Management
Webinar Speakers
Chris Cabrera, CEO and Founder at Xactly
Christopher W. Cabrera
Founder, Distinguished Board Member

Christopher Cabrera is a seasoned executive with senior management experience at both early-stage and public companies where he has managed sales, operations, marketing, and business development.

Nandini Ramaswamy
Nandini Ramaswamy
SVP, Global Incentive Compensation, Salesforce

Nandini joined Salesforce in 2012. She leads the global team responsible for Global CSG & Sales Incentive Compensation Strategy & Operations from Design, Analytics, Reporting, Policies, Plan Deployment, Systems, Administration and Transformation.

Beyond her daily leadership role, she is the Executive Sponsor of the Equality Method for Salesforce’s Finance Organization. She is also a published author with publications including “India: Understanding Compensation and Benefits” in Benefits & Compensation International.

Brad Gifford Headshot
Brad Gifford
VP, Revenue and Sales Operations, DXC Technology

Brad leads Sales Operations for DXC Technology, a $20B IT services provider. He is responsible for sales planning and performance, incentives, go to market execution and sales automation. Brad has been with DXC for 5 years. He holds an MBA from the Stephen M. Ross School of Business at the University of Michigan and resides in Denver, Colorado.