An Executive Perspective

Should sales organizations be more worried about closing deals rather than sales planning? What sales performance management processes are most used by best-in-class sales organizations? What role can AI and advanced analytics play in sales performance management, and what is necessary to make the use of AI a practical success?

Stephen Hurrell discusses this and more in this Q&A. Download to learn more.


Stephen Hurrell

VP and 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.