GTM Value Creation Corner: Episode 14 - CEO’s Guide to Resilient Revenue Stream - (Part #2)

Many CEOs and CROs often see their sales teams gaming the compensation system, but the reps only do what they are incentivized to do. By focusing sales reps on driving behaviors leaders want, CEOs can capture higher quality deals and increased revenue from existing customers.
Continue the conversation with host Mike Hoffman, SBI CEO, and Chris Cabrera, Founder and Board Member of Xactly, as they explore how growth dynamics can affect key decisions and how the right incentives enable sellers to excel in capturing greater value.
Key Talking Points:
• Why sales reps game the compensation system
• How to capture more value from customer renewals
• Aligning CEO and board expectations of growth versus value