In this episode of The Advanced Selling Podcast, hosts Bryan Neal and Bill Kasky interview Taylor Wilding, VP of Sales for Xactly, about motivation, compensation, and planning in sales. They discuss the importance of aligning compensation plans with company objectives, incentivizing durable revenue, and maintaining accurate sales pipelines. Taylor emphasizes the need for understandable comp plans with a limited number of key measures and encourages salespeople to be "stat rats" who understand their conversion rates and pipeline metrics. The episode also touches on how Xactly helps companies optimize their revenue cycle and offers a discount for listeners to attend the Upside Conference in San Francisco.
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