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The Sales Compensation Show
Accelerating Growth with Sales Performance Management with Robert Bieshaar, Senior Director at Autodesk
Feb 14, 2023
Robert Bieshaar, Sr. Dir. at Autodesk, discusses sales comp evolution, SPM benefits, strategies for retaining reps, sales with direct channels, and currency conversion. Book recs and psychological insights on sales incentives.
25:38
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Quick takeaways
- Transition to subscription model requires focus on renewals and upsells in sales compensation.
- Evolution to SPM enables predictive analytics and deep data analysis for enhanced sales performance.
Deep dives
Challenges of Transitioning to Subscription Model at Autodesk
The shift from perpetual licensing to a subscription model at Autodesk brought significant challenges, especially in sales compensation. Unlike the past transactional approach, the new model focuses on renewals, upsells, and expansions, requiring a different perspective on sales incentive compensation. This transition underscored the need for Sales Performance Management (SPM) over Incentive Compensation Management (ICM), enabling predictive modeling, scenario analysis, and a deeper understanding of sales data.
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Discover
highlights
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