The Sales Compensation Show Enterprise sales performance excellence, decoded: Inside Qlik and Autodesk
Sep 15, 2025
43:39
In this special live episode of The Sales Compensation Show, we break from our usual format to spotlight a candid conversation with enterprise leaders running world-class sales performance programs.
Guests:
Guests:
- Dennis Johnson, Chief Financial Officer, Qlik
- Dr. Robert Bieshaar, Go-to-Market Performance Management, Autodesk
- Shawn Rossi, VP Strategic Services, Forma.ai
Topics covered:
- What “flipping the pyramid” means in enterprise sales performance
- Making the case for comp systems: risk reduction and revenue upside
- How you know it's time to evolve from Excel alone
- Aligning sales compensation to business strategy, not the other way around
- The importance of cross-functional ownership: sales, finance, HR, ops
- Why quota design is the hardest—and most visible—part to get right
- How SPIFFs can spiral into chaos (and what to do instead)
- Breaking the habit of “rogue comp” and last-minute incentives
- Advice for CFOs and sales leaders embarking on their SPM journey
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