Successful Compensation Plan Building

This week on the SBI Sales and Marketing podcast, we spoke with Bill Sexton, director of sales ops at Zebra Technologies about how to design compensation plan for the upcoming year.

In our first segment, Bill discusses how he performs an annual benchmark of his company’s compensation plan and how he hits them in order to make his sales quota. Bill then delves into how to find an accurate peer group to compare against and how to benchmark against those competitors.

Next, Bill illustrates how he and his sales operations team establish the many types of roles in their organizational chart and how they build it into the five global plans they need. Bill also shares how his team handles the financial modeling as it relates to the managing incentive budget.

In our last segment, Bill sets us up with three concrete tactics that one can use as they enter and complete the annual sales compensation plan process.