The Sales Compensation Show

Leading Sales Comp Transformation in the Era of Digital Disruption with Christina Straggas, Head of Global Sales Compensation at Equinix

Jun 4, 2024

Christina Straggas, Head of Global Sales Compensation at Equinix, shares insights on sales comp's evolution, role in digital transformation, and future trends like AI. She emphasizes transparency in managing change and upskilling teams for strategic focus. Packed with real-world examples and practical guidance, this episode is a must-listen for aligning sales comp with digital transformation objectives.

45:26

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Episode guests

Christina Straggas

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Sales compensation is crucial in enabling digital transformation by aligning incentives with strategic changes.

Transparency, articulating 'why' behind plan changes, and robust communication are key in managing change effectively.

The future of sales compensation involves increased adoption of AI and machine learning for predictive insights and upskilling teams for strategic focus and data insights.

Deep dives

Introduction to Season Two and Goal for Listeners

Season two of the podcast aims to provide insights from industry leaders to help listeners make data-driven decisions in sales compensation. The focus is on holistic discussions around sales compensation and sales force effectiveness.

Intro

3min

Driving Sales Compensation Transformation in the Digital Era

10min

Optimizing Sales Compensation Plans Through Data-Driven Insights

24min

Exploring Augmented Intelligence and Sales Compensation Automation

2min

Navigating the Shift in Sales Compensation Administration and Managing Changes in Comp Plans

3min

Navigating Sales Compensation Challenges and Resources for Development

4min

Nabeil Alazzam sits down with Christina Straggas, an accomplished sales compensation leader with extensive experience at companies like Equinix, AWS, and AT&T. Currently Head of Global Sales Compensation at Equinix, Christina brings a wealth of expertise in go-to-market strategy, partnerships, and team management.

Throughout the conversation, Christina reflects on her path into sales comp and the function's evolution into a recognized domain of expertise. She underscores the pivotal role of sales compensation in enabling digital transformation, advocating for comp's early involvement in strategic planning.

Christina shares best practices for managing change, such as maintaining transparency, articulating the "why" behind plan changes, and providing robust communication. She also discusses tactics for testing new plan components and metrics.

Looking to the future, Christina envisions the increased adoption of AI and machine learning in sales comp, enabling predictive insights, flag-raising alerts, and greater personalization. She emphasizes the importance of upskilling teams to focus on strategy and glean insights from data, rather than manual administration.

This episode is packed with real-world examples and practical guidance. It is a must-listen for anyone looking to align sales compensation with digital transformation objectives. Don't miss Christina's insightful predictions for the function's future!

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The Sales Compensation Show

Leading Sales Comp Transformation in the Era of Digital Disruption with Christina Straggas, Head of Global Sales Compensation at Equinix

Episode guests

Podcast summary created with Snipd AI

Quick takeaways

Deep dives

Introduction to Season Two and Goal for Listeners

Christina Stregas' Career Journey in Sales

Importance of Sales Compensation in Business Transformation

Impact of Digital Transformation on Sales Compensation

Future Trends in Sales Compensation

Remember Everything You Learn from Podcasts