Forma.ai

Calling all #sales compensation and revenue leaders. We're thrilled to announce our new virtual conference—NUDGE 2024. 🎉 This July we're bringing together operators and academics to unpack how behavioral psychology plays into sales incentives and motivating sellers. ➡️ 5 days. ➡️ 5 sessions. ➡️ 20 incredible experts. You'll leave each session with relevant, new ideas for driving your sales effectiveness to new heights and maximizing revenue. Plus, today's first 100 registrants will be entered for a chance to win a $200 gift card of your choice! 🛍️ 🗓️ Save the Date: July 29 - August 2, 2024 🔗 Register Now: https://frma.ai/3KS1jOn #SalesCompensation #RevenueLeadership #NUDGE2024 #RevOps

It's that time again—the (official) annual planning cycle is upon us. As your org considers sales compensation effectiveness and incentive structure for 2025, we've curated some expert highlights that might help you bring especially novel solutions into your planning. Catch the latest in our curated roundup (and subscribe for the best news and resources for Revenue Ops and Sales Comp leaders) #salescompensation #RevOps #revenueoperations

Earning your strategic seat at the table as you develop and implement a sales comp incentive plan is critical. And part of this is about how you integrate data and analytics into your planning. Gut-feel decision making simply won't cut it in 2024 and beyond, so be sure to join us August 1st, at our virtual conference— NUDGE. In this day 4 session on sales science, you'll hear directly from compensation professionals including - Brian Bolt, CPA of Red Hat, - Bethany L. Rucker of Thomson Reuters, - Cortnie Giambrone from ZoomInfo, and - Leszek Reif of Rogers Communications On how to design incentives optimizing seller performance. 🔗 Register here! https://frma.ai/3zHIgUG

As you work to align sellers' goals with organizational objectives for 2025, it’s critical to continually assess how your current sales incentive plan is or isn't achieving your desired results. And it’s no easy feat! At a minimum, you’re balancing: --> Defining what a successful incentive plan looks like, and how this aligns to overall organizational objectives, --> Connecting with leaders throughout the org, defining dependencies, and getting as close as you can to strategy, --> Structuring your incentives thoughtfully and aligning plan metrics to key aspects of growth (retention, upsell, cross-sell, new customer acquisition, etc.), --> Setting up reporting and analysis to track plan performance and avoid unintended consequences, --> And, of course, devising clear communication on the comp structure — ensuring everyone’s bought in. Optimizing your incentive program can be daunting considering all these elements, so it helps to break out the essential steps to orient around. Check out our post on ensuring you’re thinking about the ICM process holistically as you tackle it this year: https://frma.ai/4cAjeFJ

Reps gaming activities and comp plans 😬 Unbalanced territories and quotas 😱 Time consuming disputes and appeals 😧 Upside-down sales comp budgets... These are sales compensation nightmares. But we're all human, so we wanted assemble the experts at our virtual conference — NUDGE 2024 — to share sales comp horror stories from the field. In this session July 30, our panelists will discuss real-world examples submitted from community members of when incentivizing the sales force failed, and how it all could have been avoided. Save your spot to join us here: https://frma.ai/4eKZErP #SalesCompensation #SalesPerformanceManagement

Hot on the heels of last week's speaker reveal, here's another set of #SalesPerformance thought leaders joining us for NUDGE 2024! Gathering 'round our digital campfire to share Sales Comp Horror Stories, we'll have both Kristina Plane and Vincent DaCosta, MBA, CSCP With an impressive career as a commissions and comp expert, Kristina has worked at Red Hat, Pendo, and now leads sales compensation strategy & planning at Cisco. Joining Kristina, we've got 2-time Speaker at WorldatWork's Sales Comp Conference—Vince DaCosta! With extensive experience in the health care & tech software, he's directed revenue comp and global compensation strategy at the likes of GitHub, and Databricks. They'll be sharing the unintended consequences of when incentivizing seller behavior goes wrong. 😱 ️ 🗓 Session runs July 30 🔗 Register for the whole virtual conference here: https://frma.ai/3zy8hpw

For most enterprises operating on the calendar year, the (official) annual planning cycle is almost here again.    I say "official" because it's my hope that your planning process is dynamic and constant. Prioritizing nimbleness, you should be striving for the ability to strategically adjust SPM quickly, as business needs shift, and for evolving market conditions.    This year, as you think about comp plan effectiveness and incentive structure for 2025, leveraging expertise from professionals across the SPM community can help you bring innovative solutions into your business.    This in mind— I'm excited to share a timely virtual conference opportunity from Forma.ai.    📆 July 29th kicks off our five-day event designed for revenue operations, sales, and GTM professionals.    With hundreds of attendees from incredible organizations, we'll be discussing behavioral psychology and sales incentives.    I've seen the stacked guest list and you don't want to miss this one.    Save your seat to join us here: https://frma.ai/3KS1jOn  Also: If there's an SPM professional you think we need to have on our radar to join one of our panels as a guest speaker, tag them below.

To bring you direct access to sales performance management experts, in 2023 we started the Sales Compensation Show podcast. And this year we've been fortunate to host in-depth, nuanced conversations with even more Sales Comp leader guests from incredible companies. If you're looking for a way to bring fresh ideas into this year's annual planning cycle (it's almost here for most enterprises), give these recent episodes a listen: 🎧 How Sales Comp Drives Performance with Josh Miller, Head of Sales Comp at CVS Health. 🎧 Simplicity & Consistency in Sales Comp with Pauline Xu, of Unity Technologies. 🎧 A Masterclass on Modern Comp with Dal Sidhu of Zoom. Find us here on Spotify: https://spoti.fi/3zHtpcE And on Apple Podcasts: http://bit.ly/3WdDcz9

Integrating data and analytics into sales comp planning isn't a nice-to-have anymore... It's absolutely necessary. Considering only 33% of reps reported attaining quotas in 2023 (a number declining for the past three years due to many factors), it’s never been more important to devise well-designed incentives for motivating #SalesPerformance. You know you need to bring the hard data into your planning, and yet... there's definitely an art to simplifying everything too (The plan needs distilling for other stakeholders across the business). 😅 So at our virtual conference NUDGE 2024, we're getting into Sales Science with a session devoted to the data on optimizing performance. 🧑🔬🧠 Join our expert panelists as we discuss: ➡️ Using data to design especially effective incentives ➡️ Common challenges and limitations ➡️ Integrating data in a simple-to-digest way (tailoring for various audiences) ➡️ And the overall impact of data access on incentive design Be sure to 🔗 register for this session and four more, here: https://frma.ai/45YhByX

🌟 Speaker Spotlight 🌟 ✨ Today we're revealing two of our first panelists joining us for NUDGE 2024—the digital conference for #SalesCompensation, GTM, and #Revenue leaders! Please join us to welcome both Bethany L. Rucker and Christina Straggas to our virtual stage this July and August. 👏 With over 8 years leading high-performing teams in sales operations at high-profiles brands including Microsoft and T-Mobile, Bethany currently directs sales incentive compensation at Thomson Reuters. Bethany will share practical insights on a panel about designing incentives that truly optimize seller performance. Don't miss it August 1st. And, for our timely panel about Mid-Year SPIFs, we’ve got Christina Straggas, head of global sales compensation at Equinix. Christina’s led sales comp planning and ops for Amazon Web Services and AT&T. We are thrilled to have both of these incredible speakers joining this event! Connect with Bethany, Christina, and 18 other leading SPM pros from July 29 – Aug 2. 🔗 Register here: https://frma.ai/3KS1jOn #SalesPerformanceManagement