— Digital event —
— Live event —
Beyond the plan: Cultural and environmental drivers of sales success
Leading business school academics and GTM experts share how to think more holistically about performance drivers beyond plan design
When attainment slips, most orgs look at the compensation plan. But what about the environment sellers are operating in? This session explores the cultural, macroeconomic, and environmental drivers of sales success (such as burnout, psychological safety, team norms, and workplace stress). Because if the system around a seller is broken, a plan redesign alone won't fix it.
This session will cover:
- How culture and work environment shape motivation, ethical behavior, and performance.
- The relationship between enablement, stress, burnout, and seller outcomes.
- How to think more holistically about performance drivers beyond plan design.
This conversation is part of the Nudge 2026 Series. Complete the below and we'll give you access to all 5 discussions!
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With your hosts:
Monica Gille
VP of Sales – Enterprise & Global Accounts, Hewlett Packard Enterprise
Frank Cespedes
Executive Education Fellow, Harvard Business School
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Christopher Plouffe
Professor of Sales, University of Tennessee at Chattanooga
Rakhi Voria
Vice President of Commercial Sales, Flock Safety
David Gerardi
VP, Revenue Optimization, Â鶹Çøai
Monica Gille
VP of Sales – Enterprise & Global Accounts, Hewlett Packard Enterprise
Frank Cespedes
Executive Education Fellow, Harvard Business School
Christopher Plouffe
Professor of Sales, University of Tennessee at Chattanooga
Rakhi Voria
Vice President of Commercial Sales, Flock Safety
David Gerardi
VP, Revenue Optimization, Â鶹Çøai
Monica Gille
VP of Sales – Enterprise & Global Accounts, Hewlett Packard Enterprise
Frank Cespedes
Executive Education Fellow, Harvard Business School
Christopher Plouffe
Professor of Sales, University of Tennessee at Chattanooga
Rakhi Voria
Vice President of Commercial Sales, Flock Safety
David Gerardi
VP, Revenue Optimization, Â鶹Çøai
