The Sales Compensation Show
Welcome to The Sales Compensation Show with Nabeil Alazzam! A podcast where we dive deep into the world of sales, incentives, and enterprise performance management in some of the most in-depth, data-driven conversations in the industry. Stay up to date on the research, advice and philosophies of leading experts, so you can drive your business forward in any economic environment.
Uniting Sales Compensation and Go-to-Market Strategies with Alex Gousinov of Twilio
June 20, 2024 • 46 MIN
In this episode of The Sales Compensation Show, host Nabeil Alazzam welcomes Alex Gousinov, Head (Senior Director) of Go-to-Market Planning, Programs and Sales Compensation at Twilio. Alex shares his unique journey into sales compensation and emphasizes the importance of aligning incentives with go-to-market strategy. He discusses best practices for planning, collaborating with stakeholders, using data to drive decisions, and managing change. Tune in for actionable insights on designing effective sales compensation plans that support business objectives.
Leading Sales Comp Transformation in the Era of Digital Disruption with Christina Straggas, Head of Global Sales Compensation at Equinix
June 4, 2024 • 45 MIN
In this episode of The Sales Compensation Show, host Nabeil Alazzam welcomes Christina Straggas, seasoned sales comp leader currently serving as Head of Global Sales Compensation at Equinix. Christina shares her journey into sales comp and discusses the critical role of the function in enabling digital transformation. She emphasizes the importance of leveraging data for faster, smarter comp plan design and offers predictions for the future of sales compensation. Tune in for valuable insights on navigating change and driving performance in a disruptive digital era.
Simplicity and Consistency in Sales Compensation with Pauline Xu, Sales Comp Leader at Unity Technologies
May 14, 2024 • 41 MIN
Welcome to The Sales Compensation Show, where we explore the world of sales comp with industry leaders. In this episode, host Nabeil Alazzam chats with Pauline Xu, Sales Comp Leader at Unity Technologies and former Director of Global Sales Compensation at Flexport. Pauline shares her journey into sales compensation and reveals best practices for designing effective plans, driving sales performance, and fostering collaboration across the organization. Discover tips for simplifying plan rollouts, handling exceptions, and leveraging data to make informed decisions. Don't miss these valuable insights from a sales comp pioneer!
Revolutionizing Global Sales Compensation: Lessons from Siemens' Head of Sales Comp Center of Excellence
April 30, 2024 • 46 MIN
Join us for an insightful discussion with Don Hubbartt, Head of Sales Compensation Center of Excellence at Siemens. Don shares his 17+ years of experience in driving strategic initiatives to optimize sales performance and accelerate organizational growth through effective sales compensation design and governance. Discover the key lessons learned in building a world-class global sales comp practice, including assessing organizational readiness, aligning leadership vision, and fostering a collaborative cross-functional community.
Cracking the Code on Modern Sales Comp: A Masterclass with Dal Sidhu of Zoom
April 9, 2024 • 29 MIN
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.
How Sales Compensation Drives Performance with Josh Miller, Head of Sales Compensation at CVS Health
February 13, 2024 • 49 MIN
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 our guest today is Josh Miller, Head of Sales Compensation at CVS Health. Join us as we delve into the fascinating world of sales compensation. Discover the importance of understanding the business, building relationships, and using data to drive effective sales compensation design. Gain valuable insights into motivating sales professionals and the future of sales compensation. Don't miss out on this insightful
Navigating the Complexities of Sales Compensation: Expert Insights from Kat Walenty of HubSpot
January 30, 2024 • 48 MIN
On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by Kat Walenty, Senior Manager of Compensation, Incentives Strategy, and Operations at HubSpot to navigate the various complexities of sales compensation. She discusses the importance of intentional and consistent actions as a sales compensation leader, explores the role of empathy in managing compensation plans, and delves into the impact simple adjustments to a compensation structure can have on sales rep behavior.
The Evolution of Sales Compensation: Expert Insights from John Waldron of PepsiCo
January 16, 2024 • 53 MIN
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.
Transparency and Trust in Sales Compensation Success with Bethany Rucker, Director of Sales Operations
January 3, 2024 • 46 MIN
On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by Bethany Rucker, Director of Sales Operations to discuss an empathetic, people-first approach to leading high-performing teams, the importance of diversity, equity, and inclusion in sales compensation, and how to apply principles of psychology and personal development to your work.
The Role of Sales Compensation in Driving Business Growth with Stephen Long, Head of Global Sales Compensation at Blue Yonder
October 24, 2023 • 46 MIN
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.
Communicating the Sales Compensation Plan with Leo Rocha, Head of Incentive Design & Governance at Moody's Analytics
October 3, 2023 • 57 MIN
On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by Leo Rocha, Head of Incentive Design & Governance at Moody's Analytics to explore the best practices for communicating your sales compensation plan, the importance of securing buy-in from key stakeholders in the organization, and more.
Optimizing the Seller Experience With Sales Compensation with Senior Director at Genesys
September 21, 2023 • 38 MIN
On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by John Capin, Senior Director of Strategy, Planning & Rewards at Genesys to discuss his experience moving from the sales floor to an operations role, his involvement with sales compensation, and more.
Season 1 Highlights Episode - 7 Thought Leaders Share Their Insights on Sales Compensation
June 20, 2023 • 36 MIN
Welcome to this special episode of the Sales Compensation Show. On this episode, we look back with great joy and pride at completing the first and highly successful season of the Sales Compensation Show. This journey would not have been possible without the participation of our ever-increasing audience base; thank you for making this show a success. With your continued support, Forma.ai will go forward and make Season 2 even bigger and better.
Optimizing Sales Compensation Programs with Vince DaCosta, Director, Global Sales Compensation at Databricks
June 6, 2023 • 39 MIN
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 Playbook for Sales Compensation Planning, Implementation, and Monitoring with Maria Oczko Canant, Head of Global Sales Planning at Workiva
May 23, 2023 • 42 MIN
On this episode of The Sales Compensation Show, Justin Lane is joined by Maria Oczko Canant, Head of Global Sales Planning at Workiva to explores a wide range of topics that pivot around key aspects of sales performance, including designing, implementing, and monitoring sales compensation plans.
Aligning Sales Compensation with Corporate Goals with Shiv Walia, Senior Manager of Global Sales Compensation at Mindbody
May 9, 2023 • 37 MIN
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 Hot Hand Phenomenon in Sales with Nick Lee, Ph.D., Professor at Warwick Business School
April 25, 2023 • 54 MIN
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 Truth Behind Best Practices in Sales Compensation with Christopher Goff, Senior Director at Labcorp
April 11, 2023 • 44 MIN
On this episode of The Sales Compensation Show, Justin Lane is joined by Christopher Goff, Senior Director of Sales Compensation at Labcorp to discuss why some common sales compensation practices aren’t best practices, the importance of pay transparency at companies, and more.
Managing the Effects of Sales Compensation Plan Decisions with Matthew Flotard, Head of Strategic Sales at Celonis
March 28, 2023 • 39 MIN
On this episode of The Sales Compensation Show, Justin Lane is joined by Matthew Flotard, Global Finance Head of Strategic Sales at Celonis to discuss the effects of your sales compensation design and execution processes, how to communicate the plan, lessons learned throughout his career, and more.
Best Practices for Improving Sales Performance with Bettina Kaemmerer, Founder of Bee-Comp
March 14, 2023 • 35 MIN
On this episode of The Sales Compensation Show, Justin Lane is joined by Bettina Kaemmerer, Sales Compensation Expert and Founder of Bee-Comp to discuss why your sales team isn’t performing, paying your salespeople for how they do their job, and the application of technology in sales compensation.
Skyrocketing Your Business Goals with Mark Donnolo, Founder, CEO, and Managing Partner of SalesGlobe
February 28, 2023 • 42 MIN
On this episode of The Sales Compensation Show, Justin Lane is joined by Mark Donnolo, Founder, CEO, and Managing Partner of SalesGlobe to discuss connecting strategy to sales compensation, streamlining the process, incentivizing salespeople to influence sales within their control, and more.
Accelerating Growth with Sales Performance Management with Robert Bieshaar, Senior Director at Autodesk
February 14, 2023 • 25 MIN
On this episode of The Sales Compensation Show, Justin Lane is joined by Robert Bieshaar, Sr. Dir. of Worldwide Incentive Compensation at Autodesk to discuss the evolution of sales compensation and the guidelines for designing an effective sales performance management plan that accelerates growth.
A New Perspective on Sales Compensation with Samantha Jozwik, Sales Comp & Analytics Manager at Intermedia
January 31, 2023 • 37 MIN
On this episode of The Sales Compensation Show, Justin Lane is joined by Samantha Jozwik, Sales Compensation & Analytics Manager at Intermedia Cloud Communications to share her thoughts on data-driven sales compensation strategies, the importance of data in incentive plan design, and more.
Empowering Your Sales Team with Donya Rose, Managing Principal of The Cygnal Group
January 10, 2023 • 42 MIN
On this episode of The Sales Compensation Show, Justin Lane is joined by Donya Rose, Managing Principal at The Cygnal Group to share her thoughts on sales compensation management, motivating sales reps, and best practices for designing a sales compensation plan that drives results.
Developing a Data-Driven Sales Compensation Process with Paul Reiman, Founder of Novo Insights
January 10, 2023 • 33 MIN
On this episode of The Sales Compensation Show, Justin Lane is joined by Paul Reiman, Founder, and Managing Partner at Novo Insights LLC to discuss the challenges and approaches of developing a data-driven sales compensation process, the metrics that should be used to design your plan, the inspiration for his new company, and more.
The Future of Sales Compensation with Nabeil Alazzam, Founder & CEO of Forma.ai
January 10, 2023 • 50 MIN
On this episode of The Sales Compensation Show, Justin Lane is joined by Nabeil Alazzam, Founder & CEO of Forma.ai to discuss the Forma.ai story, the importance of individualized incentive plans, the future of sales compensation, and more.