Accurate forecasting and strategic planning aren’t just nice to have—they’re mission-critical for achieving growth targets and staying ahead of market shifts.In this episode of The Sales Compensation Show, Nabeil Alazzam sits down with Tana Jackson, an accomplished global revenue operations leader with over 18 years of experience in go-to-market strategy, sales operations, and business transformation. Currently VP of Operations at Upright Labs, Tana has a proven track record of aligning cross-functional teams and driving sustainable revenue growth.Tana shares her expertise on:Best practices for improving collaboration between sales, finance, and RevOpsHow to move beyond gut-feel predictions and implement data-driven forecasting strategiesThe importance of building change-management into daily operations and communications as a leaderExactly what it looks like to stay vigilant about data integrity in practiceWhich data hygiene red flags you need to watch out for as the ultimate gate keeperIf your organization wants to fine-tune your forecasting processes, this episode is packed with insights you won’t want to miss!The Sales Compensation Show is handcrafted by our friends over at: fame.so

Nabeil Alazzam sits down with Alex Gousinov, an accomplished sales compensation leader currently serving as the Head (Senior Director) of Go-to-Market Planning, Programs and Sales Compensation at Twilio. With a background in software development and physics, Alex brings a data-driven and analytical approach to sales comp.Throughout the conversation, Alex reflects on his path into sales compensation and the function's ability to drive meaningful change in sales behavior. He underscores the importance of aligning incentives with overarching go-to-market strategy and business objectives.Alex shares best practices for the sales comp planning process, such as starting early, collaborating closely with stakeholders, leveraging data to inform plan design, and preparing for the unexpected. He also discusses tactics for effective change management and rep communication when rolling out new plans.Looking ahead, Alex emphasizes the power of analytics and real-time dashboards in sales comp. He advises sales comp professionals to broaden their knowledge of go-to-market strategy and trends to elevate their impact and career.This episode is packed with real-world examples and practical guidance. It is a must-listen for anyone looking to design sales compensation plans that drive the right behaviors and support strategic objectives.The Sales Compensation Show is handcrafted by our friends over at: fame.so

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.

In this episode of The Sales Compensation Show, Nabeil Alazzam welcomes Pauline Xu, a distinguished sales compensation leader currently at Unity Technologies and formerly Director of Global Sales Compensation at Flexport. With an impressive career spanning roles at companies like Aetna, Markel, and Adobe, Pauline brings a wealth of expertise in sales comp, financial planning, and operational excellence.Throughout the conversation, Pauline shares her journey into the world of sales compensation and the surprising aspects of the role. She emphasizes the importance of business acumen, common sense, and using data effectively to tell a story and spot trends.Pauline reveals best practices for designing effective sales compensation plans, including aligning with sales strategy, keeping things simple, and thinking through crediting rules upfront. She recommends documenting "what if" scenarios in an FAQ doc during plan design to proactively address potential issues.When it comes to plan rollouts, Pauline believes in partnering with sales leaders and top reps to communicate the plan effectively. She shares examples of how this approach has worked well in her experience.The Sales Compensation Show is handcrafted by our friends over at: fame.so

Don Hubbartt, Head of Sales Compensation at Siemens, discusses revolutionizing global sales compensations by creating a center of excellence. He shares insights on assessing organizational readiness, aligning with leadership vision, and collaborating with cross-functional stakeholders. Topics include the evolution of sales roles, AI integration in sales, and implementing a global compensation framework.

Welcome to another episode of The Sales Compensation Show, a podcast that explores the world of sales, incentives, and enterprise performance management with some of the industry's most in-depth, data-driven conversations. I am your host, Nabeil Alazzam, and today, our guest is Dal Sidhu, Head of Global Sales Compensation at Zoom. Join us as we delve into the fascinating world of sales compensation. We discuss multiple touchpoints related to sales compensation and the shift from on-premise to SaaS models. Dal shares his journey into the sales comp space and highlights the challenges and opportunities that come with it. Discover the importance of simplicity, automation, and aligned motivations in compensation design, and gain valuable insights and practical advice for navigating this evolving field.Dal is the Head of Global Sales Compensation at Zoom. He has over 20 years of experience in sales and business operations in the high-tech industry, both at regional and global capacities for large and mid-size companies. He has a proven ability as a trusted advisor and thought leader. He has well-earned experience assessing situational needs and developing and implementing creative solutions to problems. As a problem solver, Dal is data-driven and very effective under pressure. As the global lead for sales incentives for Zoom, he owns the end-to-end sales compensation experience for over 2,100 sales and service resources. The Sales Compensation Show is handcrafted by our friends over at: fame.so

Josh Miller, Head of Sales Compensation at CVS Health, discusses the importance of understanding the business, building relationships, using data for effective sales compensation design, motivating sales professionals, and the future of sales compensation. Topics include navigating sales process challenges, aligning sales compensation with desired outcomes, and leveraging data for growth-oriented decision-making.

Kat Walenty, Senior Manager of Compensation at HubSpot, discusses the importance of empathy in managing compensation plans, impact of simple adjustments on sales rep behavior, and intentional actions as a sales compensation leader. The podcast explores the human side of sales compensation, industry shifts, strategic planning, simplicity in approaches, self-awareness in leadership, efficiency in team operations, and book recommendations for sales professionals.

On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by John Waldron, Director of Total Rewards - Global Compensation at PepsiCo to discuss the evolution of sales compensation, the impact of AI, having a strategic vision for your sales compensation processes, and the four pillars of effective sales compensation design.The Sales Compensation Show is handcrafted by our friends over at: fame.so

Bethany Rucker, Director of Sales Operations, discusses the importance of transparency and trust in sales compensation. She emphasizes the need for equitable quotas and fair compensation, the challenges of measuring adjustments, and the significance of coaching and education in sales. She also highlights the role of empathy and happiness in the workplace and encourages reaching out on LinkedIn.