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