A growing number of high-profile legal cases make a painfully clear point: aggressive, revenue-only sales incentive plans can lead to unethical sales behavior,
About Erik Charles
Erik W. Charles has over two decades of experience in marketing. He focuses on helping companies drive expansion and growth by better aligning positions, responsibilities, and incentives. He brings a multitude of skills ranging from multinational enterprise firms to small startups, allowing him to craft different models depending on the market, people, and corporate goals. As the Vice President, Solutions Evangelism at Xactly, Erik serves as a subject matter expert in the area of Sales Performance Management to ensure that Xactly’s marketing, sales, and product teams have the necessary strategic input for industry-leading messaging, positioning, and future direction.
Posts by Erik Charles:
In Moneyball, Michael Lewis taught Major League Baseball to dig deeper than conventional metrics like batting average, RBIs, and home runs to understand how to build