The Need for Sales Performance Management Podcast

Sales teams are under increasing pressure to hit quota and targets and yet overall quota attainment has been falling for over 10 years and incumbents in sales leadership roles seem to be having shorter and shorter duration. What do we think is making it hard to sell? In what ways does using a spreadsheet or other ad hoc tools not suffice? Looking to the future, what are other areas SPM could help with?

Join Stephen Hurrell of Ventana Research and Emmanuel Garibay of Vina Concha y Toro as they talk about these questions and more on this episode of the Ventana Research Podcast.

About the Speakers

Robert Kugel VRStephen Hurrell

VP & Research Director
Ventana Research

Stephen Hurrell is responsible for the overall research direction for the Office of Revenue at Ventana Research, including the areas of digital commerce, price and revenue management, product information management, sales enablement, revenue performance management and subscription management. His focus areas include product and CS leadership, data-driven applications in sales enablement, financial reporting and planning, and billing and monetization platforms.

Richard LudlowEmmanuel Garibay

SVP of Finance and CFO USA Operations
Vina Concha y Toro USA/Fetzer

Entrepreneurial financial professional Emmanuel Garibay has over two decades of experience leading and inspiring global organizations through change while driving growth and profits. At major corporations across the USA, Latin America and Asia-Pacific, Emmanuel has partnered with finance and management teams to enable transformation by implementing new technologies, optimizing operations for cost savings, and improving business decision-making. An inspirational leader, he has partnered with diverse groups to promote company vision, foster new mindsets, attract talent and achieve long-term goals.