The CFO Playbook on Technology: Implementing Effective Incentive Compensation Plans

Available on Demand

Duration: 1 hour

Brought to you with support from Xactly

Webcast Summary

In an increasingly competitive market, companies need to optimize sales efforts to help improve profitability and drive growth. For many firms, this means taking a “pay-for-performance” approach to sales compensation to encourage sales teams to focus on collaboration, service, and strategy, rather than simply closing deals.

To change organizational behaviors, sales incentive compensation plans should strike a balance between motivating strategic sales activities and simplicity—allowing sales professionals to focus on the things that matter, not calculating commissions. An uncoordinated sales compensation plan can disrupt your company’s efforts to optimize the relationship between the costs of sales, the revenue realized through those sales efforts, and, ultimately, company profitability.

Finance is playing a bigger role than ever in optimizing sales compensation. Learn how you can lead the charge at your company to improve your sales incentive compensation plan. By implementing effective plans and sales territories in the service of business goals, your company can realize increases in profitability while also promoting new areas for growth.

This CFO Playbook Webcast will explore:

  • Current obstacles to sales performance improvements;
  • The sales improvements that could bring the greatest value to your company;
  • Why implementing effective incentive-compensation plans and sales territories can help your company to meet business objectives;
  • How sales performance management systems can support your efforts to manage sales compensation; and
  • Why finance is playing a bigger role than ever in developing and adapting compensation plans and sales territories to achieve business aims.

About the Panelists

Merritt Alberti, Director, Deloitte Consulting LLP

Merritt Alberti is a Director with Deloitte Consulting's Sales Force Effectiveness and Customer Transformation market offering, and is the Managing Director of Deloitte Consulting's Austin office.  He regularly serves some of the largest and most-admired technology, life sciences and retail companies in the world, helping them solve complex go-to-market and business development challenges, and helping them increase their ROI on their investment in sales assets. Merritt also regularly provides clients with both advisory and technology support in the areas of sales operations, sales process, sales deployment, CRM, quote-to-cash, and sales compensation. He has more than 15 years of experience developing, deploying and supporting sales performance management systems.   
Prior to joining Deloitte Consulting, Merritt held positions with CGI and The Alexander Group, and was SVP of Client Services with CallidusCloud.

Juan Gaitán, Senior Vice President, Global Business Development and Marketing, MSH Group

In his role as senior vice president of global business development and marketing with MSH Group, Juan Gaitán oversees all growth initiatives across the group, in addition to business development, strategic partnerships, marketing, mergers, acquisitions and international operations.

Prior to joining MSH Group, Juan served as a managing director of a global professional services firm, where he led expansion efforts throughout the world, as well as marketing, communications and strategic partnerships.  His experience also includes work with FedEx Corporation in human resources, recruiting and change management.

About the Moderator

Mary Beth Findlay, Editorial Director, Product Development, CFO Publishing 
Mary Beth Findlay

Mary Beth Findlay is editorial director of product development for CFO Publishing's custom-content division and oversees the development of editorial and custom content products, including eBooks and CFO Playbook Webcasts. Prior to joining the custom-content group, Mary Beth was associate director of research at CFO Research Services. She conducted research studies on a variety of finance topics, including banking and capital markets, business performance management, the use of financial and operating data, and professional development.

Before she joined CFO Publishing, Mary Beth served as a research associate at Harvard Business School, writing case studies and background notes for second-year MBA courses. She is a graduate of Boston University School of Law, and she earned a bachelor's degree in communication from Boston College.

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