When sales performance falls short, organizations often respond by increasing activity targets, introducing new tools, or adjusting incentives. These actions can help in the short term, but they rarely address deeper issues such as role clarity, talent alignment, and whether compensation and goals truly support the company’s strategy.

This session examines how organizations can take a broader approach to improving sales performance. Drawing on a case study from Motion Industries, the discussion explores how leaders across HR, sales leadership, and sales effectiveness can work together to diagnose performance gaps and align the commercial organization around sustainable growth.

Participants will explore how assessment, analytics, and compensation design can be used together to identify where performance barriers exist across talent, territories, and incentives. Attendees will leave with a practical roadmap for aligning people, goals, and compensation programs so that sales teams, managers, and leaders are working toward the same outcomes.