How to navigate through sales planning ambiguity

Sure there might be an ideal sales planning flow, but what about when it just isn’t possible?

Melissa Fenner, Sr. Director of Global GTM Strategy, Planning & Compensation at DocuSign, shares how her team navigated a major shift without having all the answers upfront.

As she shares, segmentation ideally should come first—but you can build comp plans that flex with ambiguity.

Think guardrails, assumptions, and communication tactics that keep reps aligned.

Discover how Melissa thinks about planning under pressure—and staying transparent when the ground is shifting beneath you.

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Видео How to navigate through sales planning ambiguity канала Forma ai