The Sales Compensation Show

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

Maria Oczko Canant, Head of Global Sales Planning at Workiva, discusses implementing sales performance management tools, revamping sales compensation processes for efficiency, enhancing sales planning through QA QC processes, automating forecasting, interesting lunch partners in sales compensation, and data visualization insights for sales planning improvement.

On this episode of The Sales Compensation Show, Justin Lane is joined by Shiv Walia, Senior Manager of Global Sales Compensation and Sales Operation Manager at Mindbody to explore the shift to individualized incentive plans, the importance of tracking the ROI of your sales compensation plan, and more.The Sales Compensation Show is handcrafted by our friends over at: fame.so

On this episode of The Sales Compensation Show, Justin Lane is joined by Nick Lee, Ph.D., Professor at Warwick Business School to explore a wide range of cutting-edge studies that impact sales compensation, share insights from his study on the hot hand phenomenon in sales, and more.The Sales Compensation Show is handcrafted by our friends over at: fame.so

Christopher Goff, Senior Director of Sales Compensation at Labcorp, shares insights on why common sales compensation practices may not be best practices, the importance of pay transparency, designing effective sales compensation structures, evolving sales compensation strategies towards revenue operations, tailored compensation plans, not-for-profit sector sales activities, pay transparency and salary trends, and the significance of personal connections in sales.