What I Wish I Knew Varicent

Sales organizations in EMEA are grappling with a market that's as predictable as London weather ☀️☔️🍃.  Compounded by different regional sales cultures and regulations, navigating this landscape requires a hefty dose of agility 💪.  But it's not just the internal challenges that EMEA sales teams face. Buyer behaviour is shifting, demanding swift responses and adaptations.  So, how do you stay ahead in this dynamic market? It's all about cross-functional communication and the right technology.  In this episode, we're joined by sales compensation expert, Bettina Kaemmerer. As a trusted advisor for high-performing sales organizations in EMEA, she will share her experiences and insights into how to set your sales teams up for success.  Tune in for strategies and tactics that set successful EMEA sales teams apart, including:  ➡️ Understanding the impact of diverse sales cultures and regional regulations ➡️ Navigating the shifts in buyer behaviors and strategies for supporting these changes ➡️ Managing a new level of stress for sales teams internally 

➡️ Executing more frequent planning to address emerging challenges ➡️ Implementing connected technology and securing internal buy-in  Whether you're a seasoned sales professional or a newcomer to the EMEA market, this episode is packed with insights and strategies for elevating your performance. 🚀 

Key Moments 

00:00 Introductions  

01:27 Key Trends in the EMEA market 

03:13 Digital Transformation in the EMEA region 

04:30 Internal Sales Team Challenges 

06:18 Non-Monetary Rewards 

09:52 Sales Leaders Management Tactics 

13:08 Changing Buyer Behaviors 

15:19 Doing More with Less 

24:00 Importance of Open Communication 

25:59 Frequent Sales Planning cycles 

31:33 Quick Questions 

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.   

Read the full report for insight into how you can set your team up for success in today’s change-intensive environment.  

Key Moments 

00:00 Introductions 

01:14 SPM: 20 years ago to now 

04:06 Empowering Sales Teams through an Integrated Sales Eco System 

07:43 AI’s Impact on Sales Performance Management 

09:34 What’s next for SPM? 

12:35 The Importance of Connected GTM Planning  

15:56 Managing and Adapting to Change 

21:49 Technology and Collaboration 

26:05 Quick Questions 

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.   

Jacklyn Lane is joined by Argano leaders Sri Ayyeppen, CRO and David Kohari, VP, Customer Success. 

Tune in to discover:  


Why organizations must prioritize revenue transformation now, more than ever 
Explore the dynamics of the sales performance management market, where strategic guidance and optimization of a sales team's efforts are pivotal for reaching sales objectives
Why process, people and technology need to be aligned
How Sales Performance Management and agility are connected
Why you can’t afford to 'set it and forget it'

Key Moments 


00:00 Introductions 
01:20 What is Revenue Transformation? 
03:08 Why Sales Performance Management is Critical 
07:31 Revenue Transformation Customer Success Story 
09:02 The Rise of the Chief Revenue Officer (CRO) 
13:42 The Role of Finance in Sales Performance Management 
15:45 The Pillars of Sales Performance Management 
19:44 Key Takeaways

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! 

Discover how revenue intelligence improves sales execution and makes more money for your company

Closing the deal takes 4x the effort, with far less reward.  In a disruptive market, sellers need help. What is your strategic secret weapon to combat volatility and build a positive sales culture? 🔍   📢 Spoiler alert: Your go-to-market model and sales compensation strategies are the power duo many haven’t tapped into yet.    Join Jacklyn Lane and Bruce Jackson, VP of Strategy Services at Blue Horizons Group as they dive into tactics and strategies for supporting sellers and driving profitable revenue growth.   You’ll get valuable tactics and strategies for:    ➡️ Adjusting your go-to-market strategy to keep sellers engaged.  ➡️ Focusing sellers on the most productive opportunities.  ➡️ Empowering your sellers to be better negotiators.  ➡️ Making decisions based on data, not gut feel. 

Don't miss this timely conversation! 

Learn more about creating the sales compensation plan for your business. Boost ROI. 

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?

How does a collaborative culture help drive wins?

In this episode of What I Wish I Knew, Jacklyn Lane and Sacha Bakht answer these questions and more.

Who is this session for?
Revenue leaders and sales professionals who are looking for tactics and strategies for:

✔ Understanding the building blocks of your comp plan
✔ Identifying early warning signs of trouble within your team
✔ Why the no-fail culture doesn’t lead to wins
✔ How to use data, how not to use data


Learn more about creating the best sales compensation plan for your business. Boost ROI. 


Key Moments
00:00 Introduction
01:18 How to understand the health of the sales plan
07:57 Mid-year assessment best practices
11:24 Pipeline and win-rates
13:10 Identifying the sales tremors
16:28 The Impact of a supportive and collaborative sales culture
20:54 Data is not a ‘Gotcha’ mechanism
22:54 How can comp motivate good behaviors?
25:24 When to reward performance?
26:54 The power of non-monetary recognition
32:14 Wrap up