There is more data being captured on the sales process than ever before, and yet, how many enterprises are using that incremental data? I'd argue that the percentage of total available sales data being used today is lower than ever. So much data is just sitting there, waiting for sales comp teams to use it. The best sales comp leaders get this. That's why they're not going through a singular digital transformation moment... they're constantly evolving their team, processes, and use of data as the environment around them changes. This is exactly why we often refer to digital transformation as a "journey." Christina Straggas, Head of Global Sales Comp at Equinix, is a leader who understands this journey. She recently shared her perspective with me on our podcast, The Sales Compensation Show. With her wealth of experience in sales comp and SPM working at AWS, AT&T, and now Equinix, we had a great discussion about AI, automation, digital transformation, and the future of sales comp. But I really appreciated hearing her approach to leadership and transparency with her team (short clip below). Digital transformation is not easy, and it's never-ending – so it's critical to have a leader who can navigate it. Thank you, Christina for taking the time to be on our show! Links below to the episode in the comments.
Michael Boroda
2mo
Thanks for these insights! I like what you said about digital transformation being more than just a single moment. It's an evolving process - a "journey", as you call it -, especially with the advent of new data. I find it interesting how Christina talks about AI empowering you to advance your sales planning - i.e. comp & quota plans. She's right that staying informed about and getting proficient in AI usage is crucial - as it's here to stay. Also, being transparent about what you don't know in regards to new technology is critical for learning and growth. Speaking of AI, I noticed that you're looking for a Content Marketing Manager at Forma.ai, and I was wondering, have you considered using this technology for personalized, and even real-time content delivery - based on your clients' and prospects' behaviours - to increase conversions, and help with retainment? Check out this article which goes more in depth: https://velocitymedia.agency/latest-news/the-future-of-ai-in-content-marketing
Brittany Camp
2mo
Tons of great insights in this episode! Christina Straggas (~25:00) "and now I'm very loud about 'we don't have the data with any level of accuracy... until then I will not be able to drive behaviour'" 📣 say it louder! Nabeil Alazzam (~15:30) "all rivers flow into sales comp", I'm hoping every sales comp team is in a 🚤 not a 🚣♂️ , 😅
Noah Gould
2mo
Perfect episode to listen to on your way to or from work! An insightful discussion on the ever changing landscape and future of sales compensation!
Mike Roberts
2mo
CEO at Forma.ai | Revolutionizing sales compensation
2moFind the episode here: Spotify: https://spoti.fi/4bHZC1H Apple: https://apple.co/3XrhOIX Video: https://bit.ly/4bQIeIs