Recommended audience

• Head of Sales
• Sales Director
• Account Director
• Sales Management & Leadership Professionals

Type of audience

English-speaking UK and International

Description

Erik covers 3 Key Tactics to driving the right sales behaviour and how IFRS 15 impacts Sales teams and the way they’re incentivised’.

He also looks at the way in which Incentive compensation drives employee behaviours that increase performance to generate higher revenue.

In addition to that, he explains how calculating commissions on a spreadsheet will hinder progress towards company goals, and efficiency to be compliant, as well as the motivation of sales teams.

Key takeaways

· 15 plays in a business and the direct impact on Sales teams' behaviour, Commission plan structures.

· Outline the complexity and system/ technology requirements needed for managing commissions smoothly under the IFRS 15 regulation

· How CFOs can stay compliant through adopting and leveraging technology that enhances the way in which commission plans are optimised.

CPD Points

CPD Points: One

Presenters

Erik Charles - VP of Strategic Marketing, Xactly

Erik Charles is Vice President of Strategic Marketing at Xactly, a provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management.

With more than 20 years experience in sales and incentive compensation, Erik 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.

He also 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