#9: Building incentivization that performs with Arnab Mishra, Xactly

New data from Xactly's 2024 Sales Compensation Report revealed that an alarming 91% of companies do not expect their AEs to meet or exceed quota. What's more is that despite this lack of confidence, 70% of organizations still rely on spreadsheets for compensation planning, creating revenue forecasts and incentive plans filled with holes. Today we're going to talk about sales compensation processes, and the state of incentivization as it stands today. To help me discuss this topic, I'd like to welcome Arnab Mishra, CEO at Xactly. Resources Xactly 2024 Sales Compensation Report: https://www.globenewswire.com/news-release/2024/01/02/2802668/0/en/Xactly-s-2024-Sales-Compensation-Report-Reveals-Top-Challenges-in-Achieving-Revenue-Growth.html B2B MarCom Summit: https://www.b2bsummit.co - use the code AGILE15 for 15% off registration for this event on May 23 in Reston, VA! The B2B Agility podcast website: https://agilebrandguide.com/latest-podcasts/b2bagility/ Get the latest news and updates on LinkedIn here: https://www.linkedin.com/showcase/b2b-agility/ Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company