What I Wish I Knew

Incentive Compensation tech has long stood as the cornerstone of sales performance management (SPM). However, with the explosive growth of artificial intelligence (AI) and other emerging technologies, sales experts are now searching for the next big game-changer. 
 
Sales organizations are demanding a proactive approach that connects sales planning with incentive compensation. Traditional go-to-market methods and disconnected systems make you too slow and too reactive to change. 
 
Join host Jacklyn Lane and special guest James Mulligan, a leader in the SPM space, as we explore the new realities of SPM and the rise of sales planning. In this episode, James will not only share his first-hand experiences of witnessing and actively participating in this SPM transformation over the years.  
 
Tune in as we explore: 
 
💡 How Sales Performance Management is transforming? 
💡 How to effectively integrate Incentive Compensation and Sales Planning? 
💡 The emerging expectations from sales planning solutions 
💡 How to leverage data, analytics, and AI for forward-looking insights  

We also cover key finding from a recent Sales Management Association report.   

Is it the right time for a revenue intelligence transformation?  

In this market, it’s not a luxury, it’s a must. When you invest in sales revenue planning, you understand your data and clients better, and you can make strategic decisions faster.   

Cross-functional leader Ryan D'Souza joins host Jacklyn Lane to discuss strategies and actions you can take to minimize the impact of revenue volatility and create a predictable growth engine.  

Gain valuable insight into: 

• Why unifying your tech stack is important for your customer experience. 
• How to minimize the impact of volatility by improving not removing. 
• How culture has an impact and what to do with a ‘Founderitis’ diagnosis. 
• Why you need a Customer Journey owner. 

Why you can’t have a predictable revenue engine without aligning 

sales and marketing. 

Don't miss this engaging conversation packed with expert advice from Ryan D'Souza! 

When was the last time you re-assessed your sales plan?

What are some early warning signs that indicate you need to adapt and adjust?

💥 What a year! 💥

It’s a wrap on What I Wish I Knew, season 2.

This season, we tackled those topics top of mind for sales professionals.

Watch as host Jacklyn Lane takes us through her Top 5 Insights of the season.

🤝 How is tech and sales culture intertwined?

🎢 How has sales changed in this challenging market?

🎯How can the three-legged stool support the customer journey?

👀 What is a sales tremor?

🧐 How is AI impacting the industry?

Sustainable, repeatable revenue growth is the goal. But at what cost? 🤔 How important is the customer buying journey? How do you get that locksmith moment? And when is it okay to fire a customer? 👀 Host Jacklyn Lane will be joined by special guest, Sam Cockerill, who serves as Chief Commercial Officer at Sama. Together, they’ll share fresh insights and real-world experiences for navigating the ever-changing world of sales.

A storm of revenue volatility is in full force. Caught in the middle of it all? Your sales team. Growing economic tensions. Consumer uncertainty. Costs are high. Confidence is low. It’s no wonder The Alexander Group predicts that only 23% of sellers will hit quota this year. Our host Jacklyn Lane is joined by special guest Amii Stephenson, VP of Sales at Maple, to talk about actions you can take to empower sellers to defy the odds.