Chris Gosline, an Engagement Manager at SBI, joins us on today's show to discuss a hot-button issue for sales leaders — making decisions on quota relief and compensation plans during the COVID-19 crisis.

As we near the end of the first quarter of 2020, sales leaders anticipated a much different outcome for their Q1 goals. In the face of a global crisis, how can you not just keep the lights on but also take care of your team?


Joining us on today’s show is Chris Gosline, an Engagement Manager at SBI, to discuss how and when you should be providing quota relief. Chris outlines options that every sales leader should weigh as you lead your team through unpredictable market conditions.


Click here for the podcast version of this interview.


Providing Quota Relief and Adapting Compensation Plans During a Global Crisis


  1. How to begin tackling challenges around quota. minute 1:38
  2. Protecting your salesforce in a crisis by resetting the fact base. minute 3:36
  3. How radical should compensation and quota changes be? minute 6:40


Skip to minute 9:37 to hear Chris’s advice to sales leaders during these times of uncertainty:


“This is a time to step up as a leader and really preserve the culture of the organization. Proactively address this. Everyone’s thinking about this in the individual contributor level, so it’ll go a long way to come and address their concerns and get ahead of this.”


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Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.


Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.


Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.



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