More data more problems? The art & analytics of data-informed comp design

What does it really mean to be data-informed in sales compensation? And what does jazz have to do with sales comp? In this episode, Kenny Smith, Sales Incentive Plan Design Lead at Red Hat, shares how to structure data, balance analytics with intuition, and design comp plans that align with strategy — not just statistics. Learn how to reframe metrics, guide stakeholder discussions, and operate as a true strategic advisor in your org.

Kenny Smith didn’t intentionally set out to become a top sales compensation leader. He'd originally studied music performance, wrote Visual Basic macros to automate reports, and gradually carved a career at the intersection of sales operations, analytics, and enterprise strategy.

Today, as the Sales Incentive Plan Design Lead at Red Hat, Kenny leads global incentive design — helping align sales compensation to a fast-moving business with complex go-to-market channels and high-stakes product launches.

And much like music, comp design, he argues, can be more improvisation than formula. It’s a balance of art and science, and most importantly, it’s not just about having the most data — it’s about harnessing and knowing what to do with it.

In this episode of The Sales Compensation Show, Kenny breaks down his approach to building smarter, more strategic incentive plans — and why successful comp professionals often operate more like jazz musicians than spreadsheet jockeys.

Tune in for the full chat where you'll learn:

- Why “data-informed” can be better than purely “data-driven”
- How to validate activity metrics with cross-functional input
- Ways to navigate complexity, unpredictability, and internal bias