3 October 2018: 9.00 – 10.00 am BST :

     Key takeaways: 

  • The role IFRS 15 plays in a business and the direct impact on Sales teams behaviour, Commission plan structures.
  • Outline the complexity and system/technology requirements needed for managing  commissions smoothly under the IFRS 15 regulation.
  • How CFO’s can stay compliant through adopting and leveraging technology that enhances the way in which commission plans are optimised. Also, the way in which Incentive compensation drives employee behaviours that increase performance to generate higher revenue.

Target audience:  all APS member levels

Session 1:  3 Key Tactics to driving the right Sales Behaviour

This session will outline key tactics to driving the right sales behaviour within an organisation. From, creating a culture of transparency to formulating strategic commission plans for various Sales roles, and how the use of technology further aligns and incites sales teams toward achieving company goals. (15 – 20 mins)

Session 2: How IFRS 15 impacts Sales teams and the way they’re incentivised

The second session will dive deeper into the key components of IFRS 15 and the part it plays within an organisation, how this legislation impacts the Sales function on a commission and incentive level, whilst simplifying the major areas IFRS 15 addresses for Finance teams and how they amortise commission expense for their sales teams moving forward. (15 mins)

Key Takeaways:

  • The role IFRS 15 plays in a business and the direct impact on Sales teams behaviour, Commission plan structures. Including how calculating commissions on a spreadsheets will hinder progress towards company goals, efficiency to be compliant as well as motivating sales teams
  • Outline the complexity and system/ technology requirements needed for managing  commissions smoothly under the IFRS 15 regulation
  • How CFO’s can stay compliant through adopting and leveraging technology that enhances the way in which commission plans are optimised. Also, the way in which Incentive compensation drives employee behaviours that increase performance to generate higher revenue

About the presenter:

Erik is an accomplished professional with over two decades of experience in Marketing, Consulting, and Product Evangelisation. As the VP of Strategic Marketing, Erik focuses his activities as a subject matter expert in the area of Sales Performance Management to ensure that Xactly’s marketing, sales, and product teams have the necessary strategic input for industry leading messaging, positioning, and future direction.

Technical Details:
– We will be using GoToWebinar.
– You can join our session by using a Mac, PC or a mobile device.

Please note that if you are not a member of Association of Professional Sales and book a ticket, our members will take priority and, in event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, join the APS.

The APS are committed to ensure we are fully compliant with GDPR regulation changes.  As a member of the APS, we provide options of segmenting the communication you receive into the topics which you are most interested in, to safeguard that the content we provide to you is useful and interesting. You can access your personal preferences upon registration, or opt-out of these member benefits, should you choose.

Erik Charles
VP of Strategic Marketing, Xactly