The Sales Compensation Show

In the first episode of season three of The Sales Compensation Show, our host and CEO, Nabeil Alazzam chats with Tana Jackson, VP of Operations at Upright Labs. An accomplished global RevOps leader, Tana shares with us her thoughts on data hygiene challenges and red flags to watch for, collaboration across departments, her philosophy on tech stack additions, forecasting frequency, and even AI. If you're responsible for driving predictability in revenue and aligning teams, this episode will give you inspiration to fine-tune your processes, improve collaboration as an extreme owner, and ensure sustained success.

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.

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.

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!

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.

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.

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

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.

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.

In this episode of The Sales Compensation Show, Bethany Rucker, Director of Sales Operations, joins host Nabeil Alazzam 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.

In this episode of The Sales Compensation Show, Stephen Long, Head of Global Sales Compensation at Blue Yonder, joins host Nabeil Alazzam to explore the role of sales comp in driving business growth and the importance of end-to-end involvement of the sales comp team, from the design to the implementation of the go-to-market strategy.

In this episode of The Sales Compensation Show, Leo Rocha, Head of Incentive Design & Governance at Moody's Analytics, joins host Nabeil Alazzam to dive into the importance of effective communication in sales compensation and highlight the impact of sales comp on business results and the value that sales comp professionals bring. They also emphasize the need for trust and communication with the sales team.

In this episode of The Sales Compensation Show, John Capin, Senior Director of Strategy, Planning & Rewards at Genesys, joins host, Nabeil Alazzam to discuss the challenges of connecting sales planning and compensation, the impact of well-designed plans on sales motivation, and why the sales comp team should have a seat at the table in the GTM strategy setting process.

Welcome to this special episode of the Sales Compensation Show. In 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.

In this episode of The Sales Compensation Show, Vince DaCosta, Director, Global Sales Compensation Strategy, Operations & Systems at Databricks, joins host Justin Lane to discuss the complexities of sales compensation management, data quality, and business operations. Vince gives insights into best practices for assessing and improving compensation programs, the importance of collaboration and continuous improvement, and the significance of quality data.

In this episode of The Sales Compensation Show, Maria Oczko Canant, Head of Global Sales Planning at Workiva, joins host Justin Lane to discuss a wide range of topics that pivot around key aspects of sales compensation, including designing, implementing, and monitoring sales compensation plans. Maria shares her insights on how sales compensation can help achieve broader marketing goals and improve sales compensation administration.

In this episode of The Sales Compensation Show, Shiv Walia, Senior Manager of Global Sales Compensation and Sales Operation Manager at Mindbody, joins host Justin Lane to discuss a wide range of topics centered around sales compensation, including the importance of aligning sales compensation plans with corporate goals and future trends in sales compensation management. Shiv also touches on the metrics to track for evaluating the results of sales plans.

In this episode of The Sales Compensation Show, Nick Lee, Professor at Warwick Business School, joins host Justin Lane to discuss a wide range of cutting-edge studies that will impact different elements of sales, like compensation and incentive planning. Nick also shares insights from his study on the phenomenon of ‘hot hand' in selling and how we can use the findings to improve team performance by up to eighteen percent.

In this episode of The Sales Compensation Show, Christopher Goff, Founder, Author and Speaker at Sales Compensation Guy, joins host Justin Lane to discuss a wide range of topics ranging from why some common sales compensation practices aren't best practices and the issue of salary transparency at companies. They also discuss the role of sales compensation at not-for-profit organizations and how to structure compensation for median and top performers.

Matthew Flotard, Global Finance Head of Strategic Sales at Celonis, joins Justin Lane, VP of Professional Services at Forma.ai, on this episode of The Sales Compensation Show. They dive into a multitude of topics such as best sales practices for roll out and communication in the field; the decision of Medidata Solutions to move from Total Contract Value (TCV) to Annual Contract Value (ACV) bookings; and how Matthew handles contract cancellations, managing the effects, meeting targets, etc.

Bettina Kaemmerer, Sales Compensation Expert and Founder of Bee-Comp, joins Justin Lane, VP Professional Services at Forma.ai on the latest episode of The Sales Compensation Show. They discuss the factors that should be taken into account when developing sales compensation plans for various countries, the front-row seat function of sales compensation, the application of technology to sales compensation, and the importance of matching the right talent with the optimal position.

Mark Donnolo, Founder, CEO, and Managing Partner of SalesGlobe, joins Justin Lane, VP of Professional Services at Forma.ai on the latest episode of The Sales Compensation Show. They talk about streamlining sales compensation across the board, connecting strategy to salespersons, the economic benefit of sales compensation and its metrics, and how to incentivize salespeople to influence sales within their control.

In this episode of The Sales Compensation Show, Dr. Robert Bieshar joins the host Justin Lane and discusses the industry transition from incentive compensation management (ICM) programs to sales performance management (SPM) and the roadmap for developing an effective sales performance management program.

In this episode of The Sales Compensation Show, TSCS host, Justin Lane, speaks with Samantha Jozwik to discuss the importance of data in enabling an organization's sales compensation plan, which improves employee performance and the company's bottom line.

In this episode of The Sales Compensation Show, TSCS host, Justin Lane, speaks with Donya Rose to discuss how to map out a Sales Compensation plan for employees of an organization and its role in enabling the morals of sales representatives.

Paul Reiman, Founder, and Managing Partner at Novo Insights LLC, joins Justin Lane, VP Professional Services at Forma.ai on the latest episode of The Sales Compensation Show. They talk about the challenges of developing a data-driven sales compensation process, the metrics that should be used in creating a sales compensation plan, and methods for compensating salespeople in a collaborative environment.

In this episode of The Sales Compensation Show, TSCS host, Justin Lane, speaks with Nabeil Alazzam to discuss how a good sales compensation plan improves the performance of a sales team