Forma.ai’s Post

🌟 STORY TIME: The Tale of Short-Term Focus 🚀 Once upon a time in a bustling sales team, there was a dedicated rep named Sarah. She was driven by hitting short-term sales targets, aiming for quick wins without considering the long-term impact. While her individual performance seemed impressive, the company began to face challenges due to this narrow focus. Sarah's short-term mindset led to inconsistent performance, missed opportunities for strategic growth, and a disconnect between team objectives and company goals. The repercussions were felt across the organization, affecting morale and overall success. Enter the Sales Compensation Plan - a game-changer that shifted the narrative. By aligning incentives with the company's long-term vision, the plan encouraged Sarah to think beyond immediate results and consider sustainable growth strategies. With a revamped focus on holistic performance and collaborative success, the team saw remarkable improvements in productivity, teamwork, and ultimately, revenue generation. Through the power of a well-crafted sales compensation plan, Sarah transformed from a short-term achiever to a strategic contributor, driving both personal and organizational success. The lesson learned? Sometimes, the key to unlocking potential lies in aligning individual goals with the greater good of the company. 💼✨ How do you think a strategic sales compensation plan can transform the sales landscape in your organization? Share your thoughts and experiences below! #SalesCompensation #StrategicGrowth #TeamSuccess

💡Compensation hack for sales leaders: Let your reps "choose their own adventure" when it comes to incentives. Some crave cold, hard cash 💵 while others dream of sipping margaritas on a bonus vacay. 🍹 Give 'em a say for greater satisfaction, higher engagement, and better overall performance. That means hit targets and sustained growth. Win-win. Discover 6 more ways to transform your comp strategy with these actionable insights 🙌 : https://lnkd.in/eE6hKurz

Struggling to retain your top sales reps? You're not alone. But the solution might surprise you. Unpopular belief, it's not always about the money. Often, it's about growth, challenge, and fulfilment. Your top performers are hungry for more than just a paycheck. Here are some proven strategies to retain your sales reps: 1. Give ownership over key accounts. 2. Provide clear advancement paths. 3. Recognize achievements publicly. 4. Create mentorship opportunities. 5. Offer regular skill development. Your top performers crave challenges as much as they do rewards. They want to feel they're not just earning, but evolving. P.S Are you ready to transform your sales team retention? DM the word "Talent" to join the 35+ companies that have built their dream sales team with our proven framework.

Questions you should know the answer to: -What are your manager’s goals at your org? -Exactly what do they need to get promoted? -Outside of revenue, how is your sales leader measured? -Where does your manager think your team’s greatest area of opportunity is? -What’s something you can do that would make your manager’s life easier? You don’t need manager in your title to operate that way. Orgs run better when there’s tight alignment between each level. It’s a 2-way street and you should spend time managing up too. Carve out 5-10 min in your next 1-on-1 this upcoming week. They’ll respect you for it. 🦙 P.S. Join 12,000+ sellers choosing to level up on the (free) weekly newsletter: https://lnkd.in/gjeVd_U8

We’ve all been there—frustrated, exhausted, and ready to snap. But when it comes to creating a sales culture, losing your cool isn’t just unproductive; it can be downright damaging. In a tough market, it’s more important than ever to stay positive, support your team, and keep your eyes on the big picture. Don’t let panic dictate your decisions. Instead, focus on realistic goals, invest in your team’s development, and remember that every small win counts. Tough times don’t last, but tough teams do—so lead with resilience, and your team will rise to the challenge. In this article, Mike Stokes explores why your sales team’s role is more important than ever in slow markets. As customers become more cautious and pressure increases, it’s critical to keep your team motivated and focused. Here are some key insights from Mike: https://lnkd.in/gx-jJzHm

Q3's almost here, it's time to start setting those goals! 🚀 Best piece of advice I ever received... Always set sales targets based on your current run rate, not what’s needed to support the over invested headcount (if invested to scale) Here's why: If targets keep being missed, your team will start to disengage. Over time, they'll feel more pressure to close deals and become needier without even realising it. This leads to lost opportunities and a vicious cycle of unmet goals. Sales leaders, stay realistic, set achievable goals, stay motivated, and you'll hit those targets with a more engaged and effective team! 💪

📢 Ready to take your sales performance to a whole new level? Look no further! We've got the perfect webinar for you. An event I have the pleasure of hosting alongside 2 renowned experts in the field: 🔹 Coralie de Robert (Sales Director Salesloft) 🔹 David Bentham (VP of Global Sales Development Cognism) This webinar is designed to meet your specific sales compensation needs! Imagine the impact of a well thought-out compensation plan on your company and your Sales team... 🔥 Not only does it motivate your Salespeople to achieve their goals, it also stimulates your company's growth by increasing sales and maximizing individual and team performance! Whether you're a CEO, member of the Finance team, HR, or Head of Sales, this webinar will provide you with all the keys to developing high-performance compensation strategies. 🗓️ Tuesday 16 April 🕒 3:00pm BST / 4:00pm CEST / 10:00am ET 🔗 Registration link: https://bit.ly/3U0T0Fn Don't miss this unique opportunity to optimize your sales performance!

I once got fired for doing too good a job. Here’s my story and 3 clues you should watch for ⬇️ I was hired as a Sales Manager at a company. ➡️ Clue #1: I was given a bigger quota for the same team, that had three sales managers fail, before me. ➡️ I delivered sales training every day to help the team improve. Clue #2: The CEO stopped it saying it was a waste of time. ➡️ The CEO would meet with my salespeople and give them selling advice. Clue #3: Who were the salespeople supposed to listen too? It created confusion. Confusion reduces sales. When I met the quota and was entitled to a bonus (on the last day of the year!) they paid me. Then fired me. I was told they never really wanted to pay that much and now everything was under control. Question for Founders: Are you looking for good, long-term results or control? Your answer can make or break your growth and company. Ready to build a growth strategy for your sales team? Reach out to me and lets have a conversation.

In the past few years, I’ve been fortunate to meet many incredible sales comp leaders – the people who design strategies that motivate sellers and drive results. The data science, behavioral psychology, and planning that goes into effectively incentivizing huge sales teams has been so interesting to learn about. And one thing has become clear, these leaders are often the unsung heroes of revenue growth. You don’t hear much about them, considering how upstream a lot of their work is to closed won deals. So the Forma.ai team has been cooking up this idea for a while to celebrate them and we launched it this week – The Top Sales Comp Leaders to Watch in 2025 list! Nominations are open! Nominate yourself or someone who deserves to be on the list: https://lnkd.in/ejrCince Tagging below some of the very smart people I’ve met in this field. I’m sure you all have some current and former work colleagues you’d add to the list! Dr. Robert Bieshaar Melissa Fenner Rick Butler Christina Straggas Vincent DaCosta, MBA, CSCP Aya Kawashima Becky Gemignani Stephen Long Brian Bolt, CPA Kenneth Smith Juan Felipe Mejia Maria Oczko-Canant Dal Sidhu Kristina Plane Don Hubbartt Leo Rocha John Waldron, CSCP Silvia Alvarado Elizabeth Walgram Meredith Noyes Lisa Black (Okerstrom) Supreet Singh Christopher Goff Bethany L. Rucker Cortnie Giambrone Leszek Reif Pauline Xu Alex Gousinov Josh Miller John Capin Erin Shulan Matthew Flotard Cade Olson Kat Walenty, MSHRM (And a bunch more I'm probably missing).