Sales compensation expert Bettina Kaemmerer discusses the evolution of sales compensation strategies, the impact of stack ranking in sales teams, and the importance of strategic sales compensation in driving success. She also explores evolving trends in sales roles and compensation, emphasizing the role of technology and the need for effective measurements and communication in sales performance.

Mark Donnolo, Founder, CEO, and Managing Partner of SalesGlobe, discusses connecting strategy to sales compensation, streamlining the process, incentivizing salespeople, optimizing sales comp strategies, equality vs performance in sales comp, pay transparency, compensation caps, and connecting business strategy to compensation.

Robert Bieshaar, Sr. Dir. at Autodesk, discusses sales comp evolution, SPM benefits, strategies for retaining reps, sales with direct channels, and currency conversion. Book recs and psychological insights on sales incentives.

Samantha Jozwik, Sales Comp & Analytics Manager at Intermedia Cloud Communications, discusses data-driven sales compensation strategies, importance of data in incentive plan design, optimizing territories, impact of short-term incentives, aligning MBOs with growth goals, diversity in sales compensation design, and intersection of sales comp with behavioral economics.

Donya Rose, Managing Principal at The Cygnal Group, shares insights on sales compensation management, motivating sales reps, and designing effective sales compensation plans. Topics discussed include the shift to human-centric approaches in sales compensation, challenges in quota setting for enterprise organizations, creating emotionally balanced comp plans, optimizing pay mix for growth and talent retention, and recommendations for improving sales compensation strategies.

Paul Reiman, Founder and Managing Partner at Novo Insights LLC, discusses challenges in data-driven sales compensation, designing plans with metrics, transitioning to remote sales teams, paying for performance vs. activities, leveraging high performers as mentors, and the evolution of sales compensation approaches.

Nabeil Alazzam, founder and CEO of Forma.ai, discusses the benefits of a well-thought-out sales compensation plan and how it improves sales team performance. He emphasizes the importance of personalization, automation, and aligning organizational and individual needs through incentives. The podcast also explores the significance of deep domain expertise, a radical approach, and the insights on the future provided by science fiction.