— On demand webinar—
— Live webinar—
2025 Sales Planning Masterclass Series
The essentials of data-driven territory and quota planning, plus sales incentive plan design
Ready to jumpstart your 2025 sales planning efforts? Learn from sales performance management experts about infusing data, analytics, and the latest best practices into your territory, quota, and sales comp plan design initiatives for next year.
Join us for this 3-part series.
- Session 1: Data-Driven Sales Territory Planning Fundamentals (Now on-demand)
- Session 2: Setting Quotas that are Fiscally Responsible and Motivating (10/10)
- Session 3: Sales Compensation Plan Design Best Practices for 2025 (10/17)
Note: Recordings of sessions that already took place will be sent to your email.
What we'll cover
Featured sessions
Data-Driven Sales Territory Planning Fundamentals
Designing and deploying optimized sales territories ensures your business is adequately serving customers and providing fair and equitable earning opportunities for your sales team. Effectively doing so requires a data-driven approach for balancing workloads, targeting the right customers, and driving revenue growth.
Panelists will discuss:
- Defining goals and objectives in a territory planning exercise
- Go-to-market data needed for effective territory planning
- Territory Indexing: How to capture and measure territory potential
- How to align sales team capacity with territory indexes
- Implement and Monitor: How to measure territory effectiveness
Setting Quotas that are Fiscally Responsible and Motivating
The more we can use data to inform quota-setting methodology, the more likely we are to set attainable, motivational, and financially responsible quotas. Data-driven quotas ensure fairness and accuracy by reflecting realistic market potential, historical sales trends, and individual rep capabilities.
Panelists will discuss:
- Defining goals and objectives in a quota setting exercise
- Common errors and mistakes in the quota setting process
- Go-to-market data needed for effective quota setting
- Assessing market potential: how to use Territory indexes to inform quota setting
- Sales capacity: how to use sales team capacity and productivity to inform quotas
Sales Compensation Plan Design Best Practices
Sales organizations thrive or falter based on the quality of their sales compensation plans. Crafting an effective sales incentive plan demands careful thought and attention to detail, as it can distinguish between a motivated, high-performing team and a disengaged workforce.
Panelists will discuss:
- How to assess current plan performance?
- Incentive plan design fundamentals—different components and when to use each?
- How to model and test different plan scenarios—approachable to sophisticated analysis
- Generating buy-in from Finance, Sales, and other executive stakeholders
- Plan deployment and communication
With your hosts:
Nabeil Alazzam
Nabeil Alazzam is the founder and CEO of Forma.ai, the only Sales Performance Management (SPM) platform that leverages AI and data science to optimize and individualize sales compensation for large enterprises. With over $1 trillion spent each year on sales compensation in North America, he founded the company in 2016 with a vision that AI could disrupt the wasteful legacy approach to incentivizing and motivating sellers. Forma.ai’s SPM platform now processes billions in commissions annually for customers worldwide. Prior to starting Forma.ai, Nabeil was a sales force effectiveness consultant for Fortune 100 companies and developed a deep understanding of the inefficiencies in enterprise sales organizations and the way they manage sales compensation.
David Gerardi
Kyle Webster
Kyle is the Chief of Staff at Forma.ai and has 10+ years experience in the Sales Performance Management space. Prior to Forma.ai Kyle was in management consulting, working with Fortune 500 companies to develop and operationalize various sales effectiveness strategies, with a specific focus on sales incentive compensation. His experience spans multiple industries, with deep experience in software/technology, distribution, and retail.
Nabeil Alazzam
Nabeil founded Forma.ai in 2016 with a vision to completely disrupt the SPM space. Prior to founding the company, Nabeil consulted on sales force effectiveness for Fortune 100s, developing a deep understanding of enterprise sales organizations and how they manage sales compensation.
David Gerardi
Kyle Webster
Kyle is the Chief of Staff at Forma.ai and has 10+ years experience in the Sales Performance Management space. Prior to Forma.ai Kyle was in management consulting, working with Fortune 500 companies to develop and operationalize various sales effectiveness strategies, with a specific focus on sales incentive compensation. His experience spans multi