BAI Webinar:

Rethinking Sales

Using Data Insights to Drive the Right Sales Behaviors

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RECORDED: November 7, 2019
TIME: 1:00 - 2:00 PM CT

Poorly-designed and administered sales incentives have had a largely negative impact on the global retail banking and wealth management industry. As a result of a close watch on banking compensation worldwide, many organizations are tempted to pull the plug on incentives entirely. Here’s the problem with that scenario: If your sales team has nothing driving their motivation, how can you expect them to hit their goals—or even perform at all?

Join us for this complimentary BAI webinar and hear insights from, Xactly Vice President and Solutions Evangelist, Erik Charles who will discuss the current challenges institutions face, the risk of a knee-jerk response, and best practices to improve and optimize incentive compensation planning by using data insights to:

  • Diversify their sales team and hiring processes for higher performance
  • Predict and reduce sales rep attrition
  • Design incentives that drive the right behaviors and eliminate the possibility of sales rep misbehavior


Erik Charles
Vice President, Solutions Evangelist

Erik W. Charles is an accomplished professional with over two decades of experience in Marketing, Consulting, and Product Evangelization. Erik 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 Evangelist 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.

His experience in technology includes several start-ups with successful exits, plus enterprise companies as well. Erik has an extensive consulting and research background focusing on key measures for Sales and Marketing roles, identification of focal points for improvement in customer acquisition and retention, as well as design and communication of improved incentive plans with strong line-of-sight metrics. He shares this knowledge in venues ranging from investor groups to major events and in academia.

Erik has a bachelor's degree from Stanford University and an MBA from UC Irvine's Paul Merage School of Business.