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Are you on the hunt for a new opportunity in #SalesCompensation or #RevOps? If you're looking to grow into new challenges, are between roles, or just curious to see what's out there, check out the shortlist of open roles we've curated below👇 - Senior Director - Revenue Operations - Level Access https://frma.ai/49i9GOw - Sales Compensation Manager - Mural https://frma.ai/49rQZIw - Sr Director, Revenue Operations - https://frma.ai/4g8rzSs https://frma.ai/49lP2x8 - Revenue Operations Director - https://frma.ai/3CUeFcn https://frma.ai/3CYokys - Head of Sales Compensation - Freshworks https://frma.ai/49iVO6Q - Vice President of Revenue Operations - Clearwater Analytics https://frma.ai/3Zh8EOs - Director of Sales Strategy and Operations (Sales Planning and Analysis) - Angi https://frma.ai/4g1wrco - Director, Revenue Operations - Protolabs https://frma.ai/3CUnRgJ - Senior Director, Sales Strategy and Planning - The RealReal https://frma.ai/3Zmjxya

Sales forecasting is getting a reboot in realtime. And we got a preview of what the future looks like 🔮 In a recent webinar, Clari's Elizabeth Temples interviewed Seth Marrs, Principal Analyst at Forrester to explore how forecasting is evolving. One standout insight? In 2025, forecasting meetings will continue to evolve from reactive deal status updates to collaborative, action-driven sessions. ▶️ Traditionally, forecasting meetings have been a reactive report of deal statuses rather than proactive, strategic insights sessions where managers jump in to support sellers in real-time. ▶️ This is starting to flip. As Seth sees it, sales managers are now restructuring their cadences having already inspected the base layer of all account activities. They've read the emails, seen the mutual action plans, and are prepared to use the time together to clear obstacles. ▶️ This is transforming forecasting sessions to become more proactive (i.e. they're about how the sales team can strategize to be in the best position to win). ☝️Our take on this? The future of sales forecasting isn’t just collaborative—it’s actionable. By using your cadences strategically, you can *also* better address sales process compliance. You can gauge what’s working and what’s not, apply your insights, and build forecasts grounded in reliable patterns. Explore all the takeaways in our latest article linked below 👇

How it's going...🙃

You already know the right pay mix is critical for sales performance and retention. But how precise do you need to be exactly? And what are the best practices for different roles? When we spoke with Leo Rocha, Sr. Director, Compensation at CHG Healthcare he shared his ground rules: 👉 Use aggressive variable pay for hunter roles to drive new business; while keeping customer success more weighted toward base pay to encourage relationship building. 🚫Whatever you do: don't use a farmer-role type pay mix with a hunter or vice versa (or you'll drive the wrong behaviors). 👉 Be sure to align with local market dynamics (as risk tolerance varies by region). Additionally, Leo's a fan of consulting industry benchmarks and tools, including Mark Donnolo's Pay Mix positioning tool for optimal balance. Get even more tips from Leo linked in the comments!

How will you outpace the competition in 2025? As you plan your playbook for 2025, don’t miss an incredible opportunity to learn from Esther Friend, a seasoned leader with over 20 years of experience in revenue operations, enablement, and product. As a driver of global go-to-market transformations, Esther has been pivotal in scaling operations, aligning strategic goals, and delivering impactful business results. Her expertise spans territory management, capacity planning, forecasting, account based marketing and segmentation analysis. If you’re looking to sharpen your strategy for 2025, Esther’s insights into operational efficiency and performance planning are not to be missed. Esther takes our virtual stage December 19th, alongside other leaders, including Quoc Tran, Olga Traskova, and Nabeil Alazzam. 👉 RSVP here: https://frma.ai/3CPGK4n (we're sending out the recordings to those on the list!) #RevenueOperations #RevOps #SalesPerformance #GTM

What will be key to boosting sales productivity in 2025? Amid uncertainty, nobody can say for sure, but we have invited a few guests who have excellent reputations for success in this area. Join our guest Olga Traskova, VP of Revenue Operations at Birdeye as she shares her proven strategies to supercharge performance in the year ahead. With an impressive career spanning over 15 years, Olga has mastered the art of driving revenue operations to deliver measurable business impact in pivotal roles at Birdeye, Cornerstone OnDemand, and Saba Software. She’s also a Forrester B2B Summit Advisory Board Member—a testament to her thought leadership in the field. 🗓 Join us December 19th to hear what Olga and fellow panelists Quoc Tran, Esther Friend, and Nabeil Alazzam see as the top priorities for accelerating sales in 2025. 👉 RSVP to save your seat: https://frma.ai/4gaeM1O

Looking for your next #SalesCompensation or #RevOps opportunity? 👀 Whether you're between roles or considering a change of pace, we've rounded up a shortlist of open roles worth exploring 👇 - Global Sales Compensation Director - Abbott https://frma.ai/3OsIVgU - Director, Sales Operations - Ramp https://frma.ai/49bh2TS - VP Revenue Operations - Leading SaaS Business - Zearch https://frma.ai/49bh3qU - Senior Director of Revenue Operations - Aidoc https://frma.ai/414M11W - Vice President, Revenue Operations - Cribl https://frma.ai/414gblY - Head of Revenue Operations - NexHealth https://frma.ai/4goQD7R - Director, Strategy & Planning - Sales Revenue - Optiv https://frma.ai/3Optc2f - Head of Revenue Operations and Enablement - Square https://frma.ai/49bh5Py - Director of Revenue Operations - Prometheus Group https://frma.ai/3Ostxkt - Senior Director of Revenue Operations - Aidoc https://frma.ai/414M11W - Vice President of Revenue Operations - NIP Group https://frma.ai/49c3JTy - Director, Compensation | North America - Colliers https://frma.ai/3Zo3pxr - Head of Sales Compensation - Freshworks https://frma.ai/4g6niPm - VP, Revenue Development - Dayforce https://frma.ai/3OpgZun - Sr. Manager (Director) of Sales Strategy & Ops - Liquid Web https://frma.ai/414FK6s

Your GTM strategy and sales forecasts need to better adapt to unpredictability. But how should you rethink your approach? Clari's Elizabeth Temples recently interviewed Seth Marrs, Principal Analyst at Forrester for key insights on the trends shaping the future of #SalesForecasting and their session was packed with takeaways. Here one that stood out to us: 👉 Churn is at all time highs, particularly in tech. But to improve net dollar retention, you can't just introduce dozens of add-on features or products for sellers. ▶️ Instead, Seth recommends you focus relentlessly on (just) your *biggest* opportunity. ▶️ As he noted, high-performing teams don't overwhelm their audience or sellers, and instead guide prospects through a cohesive, linear narrative that paints a clear value journey. ▶️ Focus on identifying your core product's value narrative and ensure each product up-sell or cross-sell is stacked on in the right succession, framed from the lens of customer value and *building upon* that initial value in a logical way. ☝️ Our POV? The need for a consistent, successive sales narrative also highlights the importance of targeted & specific sales incentives that align to these long-term customer needs, too. Explore all the session's insights linked in the comment below 👇

Relatives on Thanksgiving: "How's 2025 sales planning going?"