The Sales Compensation Show

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.

On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by Stephen Long, Head of Global Sales Compensation at Blue Yonder to explore the role of sales compensation in driving business growth and the importance of end-to-end involvement of the sales compensation team, from the design to the implementation of the go-to-market (GTM) strategy.The Sales Compensation Show is handcrafted by our friends over at: fame.so

Head of Incentive Design & Governance at Moody's Analytics, Leo Rocha, discusses effectively communicating the sales comp plan, aligning sales comp with strategic objectives, transparent communication, managing change, gathering feedback, leveraging the plan as a performance tool, and the importance of trust in the sales comp industry.

John Capin, Senior Director of Strategy, Planning & Rewards at Genesys, discusses the challenges of connecting sales planning and compensation, the impact of well-designed plans on sales motivation, and the importance of aligning sales strategy and execution. They also explore the risk and reward nature of sales jobs and the evolving roles and responsibilities in sales, marketing, and customer success. Additionally, they emphasize the value of building a network and learning from others in the sales planning and compensation industry.

Nabeil Al, an experienced sales compensation expert, joins to discuss sales plan implementation challenges, strategic alignment, 'hot hand' in sales, transitioning to on-target earnings model, implementing rep scorecard for coaching, and integrating competency models and incentives in sales teams.

On this episode of The Sales Compensation Show, Justin Lane is joined by Vince DaCosta, Director, Global Sales Compensation Strategy, Operations & Systems at Databricks to discuss the best practices and challenges of optimizing your sales compensation program, and the intricacies of sales compensation management, data quality, and business operations.The Sales Compensation Show is handcrafted by our friends over at: fame.so