Ever wondered what truly great sales performance really looks like in practice? In this special episode we break from our usual format to spotlight a candid conversation with enterprise leaders building world-class global sales performance programs. Forma.ai's own Shawn Rossi, VP of Strategic Services, sits down with Dennis Johnson, the CFO at Qlik, and Dr. Robert Bieshaar, Head of Go-to-Market Performance Management at Autodesk. Together they unpack what it takes to run effective sales compensation at scale — beyond the expected baseline of processing payouts. From quota setting to territory design, to system modernization and governance, the discussion gets tactical and unfiltered. Topics include: ✔ Admin excellence as table stakes—and where you need to be shifting your time instead ✔ The toughest parts of sales planning (and how to get it right) ✔ How you know it’s time to leave Excel behind ✔ How to spot misalignment before it derails performance ✔ How to involve sales leadership (and the field) early and ensure sales planning runs on schedule ✔ Managing complexity while keeping plans simple ✔ Breaking the habit of “rogue comp” and last-minute incentives As you up-level your SPM strategy or work to earn cross-functional buy-in, this episode is packed with real-world insights you won’t want to miss.