Marketing & Sales · Sales & Go-To-Market

Sales Force Optimization: Territory, Compensation & Pipeline

Step into the role of VP of Sales at NexaCore Solutions and optimize territory design, compensation architecture, and pipeline management to turn around a struggling B2B sales organization with $45M ARR

10 rounds Executive
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Who it is for

An advanced simulation for participants used to working with the main frameworks and trade-offs of the subject, designed for executive education and experienced professionals.

How a session runs

  1. The instructor creates a session from the Eureka dashboard and invites the participants.
  2. Participants play 10 rounds. In each one they submit their decisions and the simulation calculates the results.
  3. The instructor follows each participant's progress and results from the dashboard, and uses the class results for the debrief.

Decisions participants make

The decisions participants make during the simulation:

  • Territory Rebalance Effort (0–100)
  • Variable Pay % of OTE
  • Above-Quota Accelerator (x)
  • Pipeline Cleanup Threshold (days)

Subjects covered

Designed for courses in Sales & Go-To-Market.

  • Sales Management & Salesforce Organization
  • B2B Marketing & Industrial Selling
  • Key Account Management & CRM

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