Forma.ai

We've got one more timely #SalesPlanning Masterclass session for you... And it's your last chance to register to join us LIVE! ⏰ Hosted by Forma.ai's own David Gerardi, our Founder & CEO, Nabeil Alazzam—alongside sales compensation experts Melissa Fenner and Leo Rocha—will be discussing best practices for assessing current plan performance, generating buy-in, and plan design & deployment. Learn from these leaders shaping modern sales performance strategies in software and healthcare respectively! 🗓️ LIVE this Thursday, October 17th 🕑 2–3pm, ET Register here: https://frma.ai/4dL6Xht

Is your team designing your 2025 sales incentive plan (or will be soon)?   Join Melissa Fenner from Docusign, Leo Rocha from CHG Healthcare, David Gerardi from Forma.ai, and me on Thursday at 2pm ET. We’ll be talking live about the latest best practices, and the do’s and don’ts of sales comp plan design. Should be a very interesting conversation to listen in on! I’m looking forward to it. RSVP here: https://lnkd.in/gRBE52pz

Speaker announcement incoming! 📣 Please join us in welcoming Melissa Fenner Senior Director of Sales Compensation and Incubation Strategy at Docusign to our #SalesPlanning Masterclass series. With over a decade of experience in sales compensation plan design, Melissa has led the charge in transforming compensation models to adapt to quickly evolving market trends and sales dynamics. Join us for our insightful panel discussion, where Melissa and other SPM experts will share actionable tips for the 2025 planning cycle. 🗓️ This Thursday, October 17th 🕑 2–3pm ET / 11am PST Save your seat (and get emailed with the on-demand recording!) here: https://frma.ai/4eZ1aFZ

What's the effect of an increasingly subscription-driven world on sales performance management? Well, for a while now, sales resourcing and compensation considerations have needed to expand beyond an initial transaction. The old-school sales role has a lot more facets to it. Customer longevity and retention are top of mind for revenue leaders, as well as how to prioritize resources based on the accounts involved (you need to balance your growth and margins, but running several teams to account for renewals and acquisition becomes costly). We loved this nuanced conversation with Dr. Robert Bieshaar and Dal Sidhu of Autodesk and Zoom on trends in SPM. Are you considering the 80/20 style approach to how you split resourcing among accounts for 2025?

Crafting an effective sales incentive plan demands attention to detail. And who better to share which details you should watch out for as best practice better than Leo Rocha Sr. Director of Compensation at CHG Healthcare. We're excited to welcome Leo as one of our expert panelists joining our third 2025 Sales Planning Masterclass session LIVE ✨. With 15+ years in incentive compensation, Leo has made a significant impact at organizations like Moody's Analytics, Equifax, and IBM. He's appeared on the Sales Compensation Show Podcast, and his track record leveraging incentive strategies to influence behavior makes him a standout SPM leader. We can’t wait for this discussion. 🗓️ October 17th, 🕑 2–3 PM ET RSVP here: https://frma.ai/405jPLZ

Territory assignments feeling (admittedly) a little too...arbitrary? Transforming the effectiveness of your sales territories isn’t just about historical figures or random geographic splits. It’s a finely-tuned balancing act where you’re aiming to unlock hidden potential within your customer base. Catch our tips for running an especially data-driven analysis to come up with 2025's territories here: https://frma.ai/3Nh9tB1

📊 Revenue and Sales Comp leaders—how's your sales planning stacking up? In this week's newsletter we share must-know strategies for effective territory planning, and we've gathered observations on emerging sales comp trends from experienced industry pros to help you stay ahead of the curve this planning cycle. Read more below and don't miss out on these tips on keeping your comp plans innovative! 👇

In the final push for year-end revenue, it *could* be time for... A pipeline blitz.⚡ As Maria Oczko-Canant shares, you can potentially energize your sales team with this type of spiff to accelerate deal close or hone in on deal health. 👉 How might you design a spiff in the remainder of the year to get your business development and account reps earning individual rewards for their contributions—all while working together at the pod level toward a larger, overarching team goal? Tell us—when your team hits targets collectively, what larger-level rewards tend to be a hit?

🚨 Last chance to register! 🚨 Our Masterclass session on quota setting goes live tomorrow. 1️⃣ How should you adjust quotas this year to align with business goals, and optimize costs? 2️⃣ What’re the best ways to analyze your data and optimize your approach? 3️⃣ What do real-world examples look like when implementing analyses? Join us tomorrow and we’ll share our recommendations to motivate sellers and keep your finance team informed throughout 2025. Register now for the links to to attend live (or to catch the recording on demand): https://frma.ai/4dz6LSl #SalesPerformanceManagement #SalesPerformance #Sales

You get a plan, and YOU get a plan...EVERY👏BODY 👏 GETS A (specialized) 👏COMP 👏 PLAN!! 🎁🎁🎁💰💸💸 *Record scratch* If your idea of individualization of sales compensation is like an episode of 'Oprah's Favorite things', it's time to think again. As Dr. Robert Bieshaar, Dal Sidhu, and Rick Butler shared with us, the reality's more nuanced. While companies are tailoring incentives to individuals, you need to balance individualization with comparability. See all of their recommendations at the link in the comments.