Early Warning Signs: How to Proactively and Effectively Manage Sales Compensation


What are the signs of trouble within a sales team, and when is it too late to run a report? Often, the request to check into something means that the problem already exists and creates a mad scramble to fix it. In this webinar, Erik Charles will cover the top early warning signs, and how to identify the danger signals before it’s too late.

Erik will discuss the most useful dashboards and reports you should have at your fingertips, including:

  • Quota attainment, by rep, by team and by region, vs the same time period, year over year
  • Tools to evaluate if you are overpaying for low performers
  • What is the relationship between tenure and quota attainment at your company? How does that compare to peer firms?

Learn the answers to common sales performance management questions, such as:

  • Evaluating turnover rate and when it should trigger a warning bell
  • How does your sales team’s quota attainment stack up against the market?
  • Why knowing tenure trends is critical to seeing the big picture, and why long-tenure reps are not always the best
  • How a rockstar sales rep in a region can cover up a for a team dominated by low performers, and what to do with this knowledge

Early detection and ongoing monitoring of sales performance means you will be the provider of an incredible early warning system to help advise and guide the organization, instead of being at the mercy of the reactive response to revenue shortfalls. Help your organization make data-driven and strategic course corrections instead of emergency response decisions.

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On-Demand Webinar

Access: 90 Day Access | On-Demand Event Code: WEBINAR-20180306-PLAYBACK

Recorded Event

Please note: Prices are subject to change without notice. All sales are nonrefundable. Access to the live event is limited to the first 1000 participants, so be sure to log on up to 15 minutes prior to the event start time. The live event includes access to playback. Playback and the on-demand webinar are available two business days following the live event, and you can access them for 90 days. If you order the on-demand webinar after the live event, your 90-day access begins the day of order.

HRCI credits will only be granted for attending the live webinar event. On-demand webinars do not qualify for HRCI credit. You may receive a certificate of completion for watching an on-demand webinar. Please contact Customer Relationship Services at 877-951-9191 (United States and Canada) or +1 480-951-9191 (other countries) or email customerrelations@worldatwork.org to request this certificate. You'll receive it in two to four weeks via email.


Erik Charles

Vice President, Strategic Marketing | Xactly Corporaton

Erik Charles is an accomplished professional with over two decades of experience in marketing, consulting and product evangelization. Charles focuses on helping companies drive expansion and team growth by better aligning positions, responsibilities and incentives. He brings a multitude of skills for organizations ranging from multinational enterprise firms to small startups, allowing him to design and apply different models depending on the market, people and corporate goals.

Erik has over 20 years of experience working with sales and incentive compensation. He has designed plans as a consultant, managed them in both sales operations and as a sales manager, and has been working on sales effectiveness software solutions since the 1990s.

Today Erik uses that experience to help develop the next generation of incentive compensation solutions at Xactly. He also works as an angel investor and early stage company advisor and is a charter member of the Dean's Leadership Circle of the Paul Merage School of Business.

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