The SPM Story

The Evolution and Future of Sales Performance Management

A 5 part webinar series

Sales Performance Management started with a chalkboard listing rep performance, a sales manager yelling across the bullpen, and a 10-key calculator computing commissions. From this came custom spreadsheets managing the leaderboard rankings and the commissions, but the yelling sales manager remained. Interconnected systems across the cloud put more information and analytics in the hands of all offices in the company, and smart companies are reaping the benefits of AI infused business intelligence tied into sales territory optimization systems, predictive analytics identifying risk areas in the sales plan, and commission systems that let a sale rep press a button to know exactly how much they can make if they close just one more deal.

This 5 part series will be hosted by Xactly’s Vice President Erik W. Charles, who has over two decades of experience in understanding, analyzing, and driving human behavior. Each session will provide an overview of the latest academic research, an update on the technology in the space, and tips for better managing and directing your sales team.

Session 1:

What is Sales Performance Management Software, and Where is it Going?

May 18, 2020

This session will cover the current level of technology available to companies, the necessity of an interconnected application ecosystem, and how this all opens opportunities for artificial intelligence providing prescription and predictive assistance. Understand where you are on the Sales Performance Management Maturity Curve, and the value of advancing each step.

Webinar: What is SPM?

Session 2:

The Interlock of Targets and Territories, and How to Optimise

May 19, 2020

In this session learn how to break out of overly simplistic sales territory modeling based on nothing more than surface data from the CRM combined with province or postal code borders. Understand the impact of travel time, time zones, and future population shifts and how those can predict a great territory or one that is close to spiraling down. From there, go deeper into sales team goal setting for better quotas. 10% more than last year fails both the sales team and the company, and there are better methods for improving performance.

The Interlock of Targets and Territories, and How to Optimize

Session 3:

Taking Sales Planning from an Annual Activity to a Continuous Update

May 20, 2020

Every company develops a sales plan based on current headcount, corporate goals, and assumed hiring. Over 60% of companies then fail to hit their goals, resulting in missed earnings and a high turnover rate of heads of sales and marketing. During this session, attendees will learn of common mistakes made, and how modern systems can help both build a better plan but also what dials to turn to adjust to changes in the marketplace.

Webinar: Taking Sales Planning from an Annual Activity to a Continuous Update

Session 4:

Managing the Sales Team

May 21, 2020

No matter how good the product or service is, no matter how well the incentive plan is written, no matter how great the lead flow is - sales teams still need Sales Managers. This session will focus on the leader of the bullpen, what information they need to do their job, and what behaviors you can expect from them. 


Webinar: Managing the Sales Team

Session 5:

The Impact of IFRS 15 / ASC 606 on the Sales Organization

May 22, 2020

In 2014, the International Accounting Standards Board (IASB) and Financial Accounting Standards Board (FASB) began converging compliance standards for sales commissions. Encapsulated under IFRS 15 and ASC 606, sales commissions must now be capitalized and amortized across an agreed upon expected customer lifecycle. These regulations have a ripple effect across the finance and sales organizations, and managers of both long-established and growing companies need to have an understanding of how those rules could impact how they negotiate deals, manage renewals, and recognize the true cost of any given deal.


Webinar: The impact of IFRS15/ ASC 606