Gouneva: Through my career, I spend a lot of time supporting sales teams. And usually what is critical with the sales team is they respond really well to how you design compensation. And if you don’t design it the right way, you may get a different behavior that you don’t intend. So looking back at that particular example, the way we work, as we said, the company goals and we know, at the high level where we want to get to and how we get there in sales teams at PayPal play significant role of that, how are we getting to our strategic long term vision in having the conversation with them to translate?Read More
Why what we asking from them now is different than what we asked from them last year in how that helped the company and how therefore they should adjust behavior was pretty important for us. And I think that happened around after PayPal had acquired Braintree we had to bring two sales team together and change how they operate. So we had to paint the vision for them of what PayPal needs, how is that new dynamic between the sales team coming together and ultimately, what is the goal, so we had to get them strategically aligned on what is important and why but from a finance perspective, we had to put the financial infrastructure in place or the compensation plans plans in place that drive the right behavior. So that is that has happened in multiple types of occasions, not just related to sales team. I think such an effective approach has to happen with any other goals and other any other alignment that you need to get for people to work towards the same strategic direction.
CFO GUEST: Teodora Gouneva of Next Insurance
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