Enterprise sales performance excellence, decoded: Inside Qlik and Autodesk

Episode notes

In this special live episode of The Sales Compensation Show , we break from our usual format to spotlight a candid conversation with enterprise leaders running world-class sales performance programs. Guests: Dennis Johnson , Chief Financial Officer, Qlik Dr. Robert Bieshaar , Go-to-Market Performance Management, Autodesk Shawn Rossi , VP Strategic Services, Forma.ai Topics covered: What “flipping the pyramid” means in enterprise sales performance Making the case for comp systems: risk reduction and revenue upside How you know it's time to evolve from Excel alone Aligning sales compensation to business strategy, not the other way around The importance of cross-functional ownership: sales, finance, HR, ops Why quota design is the hardest—and most visible—part to get right How SPIFFs can spiral into chaos (and what to do instead) Breaking the habit of “rogue comp” and last-minute incentives Advice for CFOs and sales leaders embarking on their SPM journey Subscribe on Apple Podcasts, Spotify, or YouTube to catch more tactical, expert conversations on sales performance management. The Sales Compensation Show is handcrafted by our friends over at: fame.so