Delivering Revenue Through Sales Performance

Key Takeaways from Our Executive Roundtable with Salesforce

‍

If you’ve ever tried to scale revenue with spreadsheets, shifting territories, and a dozen versions of a comp plan, this webinar gets practical about what works. In our executive roundtable, Salesforce leaders and operators dug into how teams are moving from reactive sales performance management to data-driven execution. Using his vast experience in sales performance consulting, our Founder and CEO, Chris Fezza, shares his tips for dependable growth through sales performance management.


Watch the full recording or read our takeaways from the session below.

‍
‍Here are our key takeaways from the session: 
‍

1) Nail the fundamentals before you chase the “edge”

‍

When tying to grow, most companies try to chase the next big thing but most can get a very real 5-10% bump in performance just by focusing on getting the right fundamentals. 

That means:
‍

• Getting ruthless about ICP and account tiering
• Tracking pipeline by account tiers, not just stages
• Moving from annual plans to a rolling 12-month forecast so you never fall behind. Salesforce SPM automation allows you to stay real-time.

All these fundamentals can be influenced by motivating your team against the right strategies.  And when your plan, territories, and sales incentives are aligned, your sales performance will start to see that incremental growth. 
‍

2) Planning ramp quotas is critical for success of new employees 

‍

Ramp and year-one quotas are some of the most important decisions you’ll make when you scale a team and they should be built on data, not gut feel. Planning tools give you the ability to understand, what close rates we can expect, what accounts they should focus on. 

‍

1. Start by analyzing historical close rates and doing an account segmentation/tiering exercise before you hire, so each new seller gets a balanced patch with real potential.
   
2. Set targets that are achievable yet aggressive, then back them with commission forecasting tied directly to your sales incentives. That way, finance can model cash impact, sales can plan capacity, and every rep sees a clear earnings path from day one.
   
3. Show the sellers what their path to success looks like clearly so they understand how they can succeed in your organization. 
   ‍

3) Automation can protect your teams time 

If you do it on repeat, automate it and make sure it scales.

Commissions are a great place to start. Automate repeat work like spiff commissions with modern spiff software so payouts are transparent and always-on. Reps see earnings in real time, finance stops reconciling spreadsheets, and everyone gets time back to focus on what’s next.

‍

This also applies beyond comp. If staffing, forecasting, and margin tracking live in scattered sheets, separate from Salesforce, separate from ERP/finance, you’re always looking in the rearview. Stand up a delivery hub in Salesforce so pipeline, utilization, and project margin sit in one place.

The payoff isn’t just cleaner data, it’s leadership time. Instead of chasing numbers, your team spends their energy on strategy, growth, and sharpening the sales incentives that actually drive results.

What is Salesforce Spiff? 
‍

It’s Salesforce’s engine (powered by the Spiff acquisition) for modeling, calculating, and communicating spiff commissions and broader variable comp. Reps see earnings in real time; leaders can launch targeted sales incentives quickly and measure impact without back-end bottlenecks.

4) If you are investing in technology, integration is key

‍

Not just technical integration for data but integration across teams is paramount for your success in sales performance management. Make sure that that planning and compensation takes into account all the go to market teams. Planning should feed enablement; enablement should shape territories; territories and behaviors should flow straight into compensation via spiff software. That way you have a well integrated process across your teams and the systems integrated so that you've got the data to support it. 

‍

Watch the full conversation

Want the stories, examples, and tactical tips straight from the panel? 

Watch the full webinar recording to see how leaders connect planning, enablement, and compensation and how sales performance management can help you put it all together.

‍