When attainment slips, most orgs look at the compensation plan. But what about the environment sellers are operating in? This session explores the cultural, macroeconomic, and environmental drivers of sales success (such as burnout, psychological safety, team norms, and workplace stress). Because if the system around a seller is broken, a plan redesign alone won't fix it.

This session will cover:

• How culture and work environment shape motivation, ethical behavior, and performance.

• The relationship between enablement, stress, burnout, and seller outcomes.

• How to think more holistically about performance drivers beyond plan design.