Podcasts about sales compensation

In this episode of Tech Sales Insights, Randy Seidl is joined by Kevin Guthrie, EVP of Sales at Alight Solutions. They discuss the importance of values-based leadership, sharing experiences from Kevin's illustrious career spanning companies like Oracle, Hyperion Solutions, and Tableau. Kevin highlights his leadership philosophy, the significance of fostering competitive camaraderie within teams, and the value of maintaining strong relationships. The episode also touches on the impact of mentors and peers in shaping Kevin's approach to leadership and sales success.KEY TAKEAWAYSValues-Based Leadership: Emphasizes the importance of clear values in leadership, fostering environments where employees align with company values.Customer Success: Prioritizing customer success creates loyal advocates and drives long-term business success.Mentorship and Development: Effective leadership involves mentoring, providing clear feedback, and fostering professional and personal growth.Relationship Building: Strong relationships and networking are critical in professional growth and business development.Adaptation and Resilience: Embracing challenges and learning from both peaks and valleys in one's career are crucial for growth and success.QUOTES"Be the leader that you want to have.""Happiness fuels your success.""Individual success must never come at the expense of the team success.""Nervous can't exist in service.""We exist to help people be healthy and financially secure.""Treat people how you want to be treated; practice the golden rule.""By virtue of my success at work, when I build a new relationship, when I work in the right, I live in the right house or have the right job or drive the right car, I'm going to be happy, but instead, happiness fuels your success."Find out more about Kevin C. Guthrie through the link/s below:https://www.linkedin.com/in/kevincguthrie/This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world's leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.

In our latest episode of Mastering Modern Selling, Brandon, Carson, and Tom welcome the brilliant Liz Heiman. With deep roots in sales, thanks to her father's seminal book Strategic Selling, Liz brings invaluable insights on how to transform sales operations. Here's a breakdown of her expert advice on building robust sales systems that drive sustainable growth.Sales Strategy Over Process: Liz emphasizes that most companies mistakenly start with sales processes without a clear strategy. For an effective sales operating system, it's crucial to first define your business strategy. Understand your goals, target audience, and market positioning. Without a well-defined strategy, any process you put in place is just guesswork.Lead Generation & Pipeline Clarity: A successful sales system combines marketing and sales efforts to generate quality leads. Liz highlights that organizations need to understand where their leads are coming from (inbound, cold calls, trade shows, etc.) and have a clear plan for lead generation. It's not just about setting revenue targets but knowing how many leads, proposals, and conversations are required to hit those numbers.Sales Management as a Support Function: Effective sales management isn't about controlling salespeople but rather supporting them. Liz points out that management often falls into the trap of funnel reviews that lack substance. Instead, managers should focus on providing clear meeting agendas, timelines, and coaching sessions tailored to individual needs. This creates a supportive environment that helps salespeople thrive.Sales Compensation and Alignment: Misalignment between sales strategies and compensation structures can lead to salespeople prioritizing short-term wins over long-term goals. Liz stresses the importance of incentivizing behaviors that align with company objectives. If your salespeople are not following the strategy, it's often due to a lack of clear expectations and reinforcement.Leveraging Technology Wisely: While technology can enhance efficiency, Liz warns against overwhelming sales teams with multiple tools that create chaos. The goal is to streamline processes, making it easier for salespeople to focus on selling rather than managing tools. Implement technology that truly supports the sales journey and integrates seamlessly into daily workflows.Liz Heiman's insights are a masterclass in designing sales systems that are strategic, scalable, and supportive. By focusing on strategy first, aligning compensation, and using technology judiciously, companies can build a sales ecosystem that drives consistent growth. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Our guest for Episode 55 is Nabeil Alazzam, Founder and CEO at Forma.ai. Before founding his company, Nabeil helped Fortune 500 companies optimize their sales compensation programs, an experience that inspired him to start Forma.ai in 2016. In this episode, Ross and Nabeil discuss using sales as a growth lever, the importance of fair and transparent earning opportunities across the sales team, and how to ensure alignment between GTM teams.

In this episode of Tech Sales Insights, Randy Seidl is joined by Greg Brown, chairman and CEO of Motorola Solutions, to discuss his transformative leadership journey with host Randy. Greg shares his approach to decision-making, mentorship, and the critical role of clear communication. Reflecting on Motorola's significant growth through over 40 acquisitions and a 1400% increase in shareholder returns, he underscores the importance of customer engagement and listening over telling in sales. The episode also explores effective team dynamics, a meritocratic management approach, and the value of diverse perspectives. With insights on navigating Quarterly Business Reviews (QBRs), sales leadership, and genuine communication, Greg emphasizes resilience, adaptability, and the importance of continuous learning and authenticity in leadership. The discussion includes personal anecdotes, lessons from industry leaders, and the significance of integrating knowledge with wisdom for successful decision-making.KEY TAKEAWAYSTransformational Leadership: Under Greg's tenure, Motorola has made significant transformations including over 40 acquisitions and a 1400% total shareholder return.Sales and Customer Engagement: Emphasis on real, unfiltered feedback from customers and the importance of CEOs engaging directly with sales calls.Decision-Making Philosophy: Effective managers should listen and make data-driven decisions but also rely on gut feelings when necessary.Team Dynamics: Encourages a culture of candid feedback, adaptability, and resilience; mentorship and nurturing talent within the team are crucial.Leadership Style: Combining knowledge and wisdom, balancing fact and intuition, and continuously learning and challenging conventional thinking.Values and Culture: Family-oriented, values-driven leadership with a focus on integrity, energy, and positivity.Lessons from Experience: Reflecting on mistakes made early in his career, Greg highlights the importance of transparency, communication, and appreciating company culture.QUOTES- "Wisdom is experience." - Greg Brown- "Don't read the label. You'll never have it." - Greg Brown- "At the end of the day, there's always an intuition." - Randy Seidl- "It doesn't matter where we're from. It matters where we're going." - Greg Brown- "When you're the senior person in the room, speak less, speak last." - Greg Brown - "You learn by your mistakes." - Greg Brown- "It's not the cards you're dealt. It's how you play the hand." - Greg Brown- "People say Oh, you're a very good communicator. You're good on your feet. That has nothing to do with it." - Greg BrownFind out more about Greg Brown through the links below:https://www.motorolasolutions.com/newsroom/leadership/greg-brown.htmlThis episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

Parker Conrad has spent the last 8 years building Rippling into a $13B company, marking his redemption after being ousted from Zenefits. In his second appearance on the podcast, Parker and I discussed Paul Graham's "founder mode" essay and how he operationalizes it at Rippling. He also reflected on the key lessons he's learned throughout his career, highlighting the differences in how he ran Zenefits compared to Rippling today. Additionally, Parker shared his candid views on the challenges of having investors as board members and why he believes much of VC "value add" is overrated.(00:00) Intro(01:31) Parker's Leadership Principles at Rippling(02:16) The Importance of Anecdotal Evidence(04:09) Balancing Founder Mode and Team Collaboration(05:08) The Risks of Over-Extrapolating Founder Mode(06:56) The Reality of Sales Compensation(08:15) Hiring Founders for New Products(11:10) The Pace of Execution in a Company(11:21) The 'C on a Box' Dilemma(12:07) The Speed vs. Quality Debate(13:56) The Viral Tweet Incident(16:51) Governance and Board Dynamics(20:04) Choosing the Right Investors(29:57) The Role of Career VCs as Board Members(33:43) Misaligned Incentives Between Founders and Investors(35:43) Navigating Business Challenges(36:27) Sam Altman's Crucial Support(38:45) The Role of Venture Capitalists(40:06) The Value of Y Combinator(43:16) Fundraising and Valuations(01:00:39) Lessons from Past Ventures(01:06:05) Building Compound Software(01:09:33) The Future of Compound Software Businesses(01:10:04) Microsoft's Unassailable Approach(01:10:40) Building Narrow vs. Compound Software(01:12:16) Investment Decisions in New vs. Existing Products(01:14:42) Platform Development and Resource Allocation(01:16:32) The Journey from Chem Major to Software Visionary(01:18:34) Challenges and Strategies in Multi-Product R&D(01:25:32) Improving Customer Support Metrics(01:28:50) The Role of a Founder in Product Management(01:31:23) Hiring and Cultivating Executive Talent(01:39:07) The Motivation Behind Rippling's Success(01:41:58) Conclusion and Final Thoughts Executive Producer: Rashad AssirProducer: Leah ClapperMixing and editing: Justin Hrabovsky Check out Unsupervised Learning, Redpoint's AI Podcast: https://www.youtube.com/@UCUl-s_Vp-Kkk_XVyDylNwLA

In this episode, Doug Mitchell, the founder of 'Building Great Sales Teams' and a sales program builder, shares his journey and valuable insights into creating successful sales teams. This discussion was part of Doug's keynote at the Builders of Authority event held on June 26th. Doug discusses the importance of not playing small and taking bold actions to improve one's business model. He details the essential elements for building a sales team, encapsulated in his 'CODOC' formula: Compensation, Opportunity, Development, Operations, and Culture. With a mix of personal anecdotes and professional advice, Doug illustrates how aligning business strategies with core values can lead to profound growth and efficiency, both in business and personal life. He also highlights the significance of scalability, systematization, and culture in creating a sustainable sales organization. Whether you're a budding entrepreneur or a seasoned business owner, this talk offers invaluable lessons on leadership, development, and achieving business-life alignment.Chapters00:00 Introduction and Opening Remarks00:13 Introducing Doug Mitchell02:32 Doug Mitchell's Background and Philosophy03:31 Building a Sales Program: The CODOC Framework07:51 Doug's Entrepreneurial Journey10:28 Balancing Business and Family13:16 Compensation and Opportunity in Sales16:50 Setting Clear Promotion Criteria18:00 Developing a Sales Program18:07 Building a High-End Security Sales Process19:15 Training and Onboarding Strategies20:02 Financial Literacy for Sales Teams21:06 Scaling Sales Operations23:02 Recruitment and Hiring Systems26:00 Creating a Strong Company Culture28:21 Personal and Business Alignment31:45 Transition to Consulting Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.comAnd don't forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

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.

In this, the first solo episode of Run the Numbers, our host CJ Gustafson gives a crash course in sales compensation. He explains how to go about designing sales rep comp plans, covering who's involved in this process, getting the base to variable split right, on-target earnings ratios, how to baseline core achievement, the role of accelerators, what actually counts as a booking, and comp plan flaws, referencing Salesforce's early comp plans as a case study. He also delves into the art and science of SPIFs (Sales Performance Incentive Funds), explaining why SPIFs succeed or fail, the best times to run one, and how you should structure them. He finishes the episode talking about paying sales reps, commission rates and benchmarks for account executives, and what the total commission stack should look like after you factor in everybody.If you're looking for an ERP head to NetSuite: https://netsuite.com/metrics and get a customized KPI checklist.—SPONSORS:Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages.

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.

This time, we're diving into the nuanced world of startup sales compensation with Graham Collins, Head of Partnerships at QuotaPath. Their journey through startup sales landscapes reveals the delicate balance between incentivizing sales professionals and aligning with the company's growth trajectory. Highlights include: 100% Commission Roles? (01:00), Different Factors that Affect Compensation Plans (05:07), The Right Fit? (08:43), "The Quota is More of a Function of The Sales Cycle" (14:36), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

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.

You've heard the term data science, but have you heard about decision science? Juergen Kallinger, VP of Data and Insights at HP, shares valuable insights and reflections from his 22-year journey at HP. In this episode, Juergen dives into HP's pivotal shift from solely reporting, to the dynamic realm of decision science and how it's aligned their data team.Key Moments: Balancing technical skills and business acumen [7:16]The analogy of being a great cook [9:24]Maintaining proximity to business stakeholders [16:55]Adjusting the language for different audiences [22:35]The evolution of data science and decision science [32:48]The excitement and potential of AI [37:19]Key Quotes: “I talk a lot about extreme ownership. We're in the data world and we're at the end of a very long chain of things that have to work for us to be able to deliver high-quality data analytics and insights to our business users. We cannot assume that everything upstream always works and is always perfect and we just rely on the very last mile.” “Data is like water. It's vital for our survival in the modern business world." "The more tech buzzwords there are, the less I would use them with the business teams. I would more focus on the business outcomes and what we enable. It's important to talk about the implications of strong data governance, aligning to the same metrics, enabling specific insights, and guaranteeing higher data quality to build trust in the data."Mentions: Data warehouseData migrationData quality improvementDecision scienceGenerative AIBio:  Together with his team, Juergen is currently responsible for HPs Data, Business Insights & Analytics globally. His team of consultants, project managers, solution architects & developers is responsible for the design & delivery of data products, business intelligence and analytics solutions to HPs Commercial (Sales, Category, Operations), Finance, Supply Chain, Services, Customer Support & Digital Transformation teams globally. He joined HP in November 2001 as Project Analyst in Vienna, Austria and has held several regional and worldwide management positions since then. During his career at HP Juergen worked in a wide range of international roles where he gained deep insight into HP's core processes and systems globally covering Marketing, Sales, Pricing, Category, Configuration & Quote as well as Finance and Sales Compensation. In 2022, Juergen has been appointed to lead the HP-wide Data, Business Insights & Analytics organization to introduce a more modern, consistent, and efficient Business Intelligence operating model, data & platform strategy. Before joining HP, Juergen has worked for BASF and a local tax advisory company in Vienna. Juergen graduated with a master's degree in economics from the Vienna University of Economics & Business and completed an executive education program for Entrepreneurship and Innovation at Stanford University. Together with his wife, Juergen moved to Houston, Texas in January 2014.

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.

  If you're feeling frustrated because your current hiring process is only bringing in mediocre sales talent, then you are not alone! You may already be spending countless hours sifting through resumes and conducting interviews, only to end up with sales professionals who lack the drive and results you need. Instead of seeing a boost in sales team performance, you're stuck dealing with underperformers who are holding your team back. It's time to make a change and attract the A-level sales talent your team needs to succeed. In this episode of The Modern Selling Podcast, Doug Dvorak, Motivational Sales Speaker, Trainer & Sales Performance Coach, shares his insights on attracting A-level sales talent. Doug is one of the most well-traveled keynote motivational speakers available today. Doug has earned his spot in the motivational speaking hall of fame. He has also been inducted into the International Who's Who of Professional Speaking. Doug Dvorak's journey from being a seasoned sales representative to a leader in sales talent acquisition is a compelling narrative of resilience and vision. His career spans the burgeoning era of the Internet, selling data communication products, to leading global sales teams in the realm of manufacturing enterprise software. Doug's story is a testament to the fact that attracting A-level sales talent is not just about skill; it's about creating an environment that resonates with top performers. His journey encapsulates the essence of perseverance and a relentless pursuit of excellence in sales talent acquisition. We can't sell as Fred Flintstone anymore. We're George Jetson. And AI is in support to allow us to get more FaceTime, email time, phone time, zoom times. That's the only time we make money. - Doug Dvorak This week's special guest is Doug Dvorak, the founder and managing principal of the Sales Coaching Institute, bringing with him a wealth of experience as a professional sales representative and keynote speaker. Having spearheaded sales of data communication products, web browser technology, and enterprise software to global giants such as IBM and John Deere, Doug's expertise in attracting and retaining A-level sales talent is unparalleled. In this episode you will learn to: Master the art of hiring and retaining sales talent can transform your sales team's performance. Discover the secrets to attracting A-level sales talent and elevating your team's success. Uncover the power of using sales assessments for hiring top-performing sales professionals. Learn sales compensation plan best practices to motivate and reward your sales team effectively. Explore the impact of AI on sales leadership and how it can revolutionize your sales strategies. The key moments in this episode are: 00:00:08 - Introduction to the podcast 00:01:25 - Doug's Background and Experience 00:09:02 - Hiring A-Level Talent 00:13:51 - Strategies for Hiring Senior Talent 00:16:03 - Attracting and Retaining A-Players 00:17:49 - Attracting and Retaining Great Sales Talent 00:18:50 - Hiring Process and Assessments 00:20:32 - Vetting Candidates and Cultural Fit 00:26:17 - Elements of a Successful Sales Compensation Plan 00:31:42 - Avoiding Complex Compensation Plans 00:35:01 - Importance of Compensation in Sales Leadership 00:36:39 - Impact of Technology on Sales Leadership 00:43:24 - Embracing AI in Sales 00:46:03 - Leveraging Technology in Sales 00:49:41 - Connecting with Doug Dvorak Timestamped summary of this episode: 00:00:08 - Introduction to the podcast Mario Martinez Jr. introduces the podcast and the guest, Doug Dvorak, founder of the Sales Coaching Institute. 00:01:25 - Doug's Background and Experience Doug Dvorak shares his background as a former sales representative and leader, and his transition to founding the Sales Coaching Institute in 2005. 00:09:02 - Hiring A-Level Talent Doug discusses the importance of having a well-constructed hiring process and building a farm system to identify and groom A-level sales talent, including partnerships with colleges and universities. 00:13:51 - Strategies for Hiring Senior Talent Doug suggests establishing strong relationships with search professionals who have expertise in the industry to help in the search for senior talent, as well as leveraging referrals from current senior reps. 00:16:03 - Attracting and Retaining A-Players Mario emphasizes the importance of leaders being interviewed by potential hires, and discusses the significance of personal brand and culture in attracting and retaining top talent. 00:17:49 - Attracting and Retaining Great Sales Talent Doug discusses the importance of branding to attract top sales talent and shares insights on the hiring process using the top grading system. 00:18:50 - Hiring Process and Assessments Doug elaborates on the top grading system and the use of sales assessment tools like Gallup's challenger or disk, as well as the importance of conducting thorough reference checks. 00:20:32 - Vetting Candidates and Cultural Fit Doug emphasizes the significance of vetting candidates through online assessments, interviews, and reference checks to ensure cultural fit and mutual value for both the employer and the candidate. 00:26:17 - Elements of a Successful Sales Compensation Plan Doug highlights the key elements of a successful sales compensation plan, including a reasonable base, non-recoverable draw, clear KPIs, and accelerators to motivate and attract top sales talent. 00:31:42 - Avoiding Complex Compensation Plans Doug discusses the negative impact of complex and changeable compensation plans, emphasizing the importance of simplicity, transparency, and fair compensation to retain and motivate A players in the sales team. 00:35:01 - Importance of Compensation in Sales Leadership Doug emphasizes that the compensation of sales leaders should be less than top performers. He discusses the impact of compensation on behavior and the mistake of promoting the best rep to a leadership role. 00:36:39 - Impact of Technology on Sales Leadership Doug delves into the effects of technology, specifically AI, on sales leadership. He highlights the game-changing nature of AI in automating manual tasks and freeing up time for sales leaders and reps. 00:43:24 - Embracing AI in Sales Doug stresses the importance of AI augmenting sales reps and leaders rather than replacing them. He discusses the productivity savings and the need for data-driven decision making in sales. 00:46:03 - Leveraging Technology in Sales Doug emphasizes the role of AI in supporting sales reps to get more FaceTime, email time, phone time, and zoom time to drive meaningful conversations. He underscores the importance of humanization and contextual relevance in engagement. 00:49:41 - Connecting with Doug Dvorak Doug shares his contact information for connecting with him directly and mentions his website and phone number for further engagement. Hire and Retain Top Sales Talent Finding and keeping high-level sales professionals can be a game-changing strategy for organizations looking to expand their business. A thorough hiring process can include elements such as a detailed sales assessment, a well-structured interview, and even asking candidates to submit videos to demonstrate their skills and motivation. In addition, a comprehensive onboarding process and a transparent, easy-to-understand compensation plan can promote staff retention and encourage top performers to stay with the company. Attract A-Level Sales Professionals Attracting top-notch sales talent requires a strategic approach that goes beyond just offering a decent salary. Companies need to work on their branding, create a dynamic sales culture, and establish processes that can identify and attract A-level talent continuously. Forming partnerships with universities to offer internships can also provide a much-needed funnel to attract and assess potential candidates that can later become full-time hires. Power of Sales Assessments Sales assessments have evolved to become an essential tool in the hiring process, providing deep insights into a candidate's sales aptitude, personality, leadership skills, and more. Tools like Gallup's challenger or DISC can help verify if a candidate's skill set matches the job requirements and how comfortably they can fit in with the company's culture. They serve as an effective complement to reference checks and interviews, helping to ensure that hires are not only capable but also motivated and a good cultural fit. Connect with Doug Dvorak directly via https://dougdvorak.com/ Download FlyMSG.io for free to save 20 hours or more in a month and increase productivity. FlyMSG is a free text expander and personal writing assistant. Check out the 100 best chat GBT prompts and the best LinkedIn Chat GPT prompts available on Vengreso's website for AI-powered engagement. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach more listeners. https://www.facebook.com/GoVengreso https://www.twitter.com/twitter.com/govengreso https://www.linkedin.com/company/vengreso https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1 https://www.youtube.com/channel/UCtx5qy9xPdmQ4cL0aX50rTA?sub_confirmation=1

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 Tech Sales Insights, Paul Fipps, President of Strategic Accounts at ServiceNow, shares his journey from an Army career to pivotal roles in leading technology companies. Paul reflects on his military background's profound impact on his leadership style, emphasizing the importance of placing the mission or company objectives first, the team second, and personal motives third. He discusses the critical role ServiceNow plays in digital transformation, offering insights into the company's purpose-driven approach and innovative AI-powered solutions. Throughout the conversation, Paul underlines the significance of a strong team-oriented culture and how it drives success in customer relationships and company growth.KEY TAKEAWAYSLeadership Principles from the Military: Paul Fipps shares his key leadership lesson from the military, emphasizing the priority of the mission or company objectives, team cohesiveness, and personal motives in that order.ServiceNow's Purpose-Driven Approach: ServiceNow focuses on enhancing the world of work by offering a powerful, workflow-based platform for digital transformation across industries and functions.Innovative AI-Powered Offerings: ServiceNow's rapid innovation, notably in generative AI, has led to groundbreaking, live product launches with powerful AI capabilities out of the box.Strategic Account Management: Paul's role involves overseeing the largest and most strategic customers, aligning resources across geographies and industries to drive digital transformation and business outcomes.Culture & Team Dynamics: The success of ServiceNow is attributed to its strong culture, with a focus on the team and core values in daily decision-making and problem-solving.QUOTESPaul Fipps: "Company or mission first, team second, and myself third."Paul Fipps: "In the military, you can see what phenomenal leadership looks like, and you can see what less than phenomenal leadership looks like. If you're smart, you learn from both sides."Paul Fipps: "ServiceNow's purpose is to make the world of work work better for everyone."Find out more about Paul Fipps through the links below:LinkedIn Profile: https://www.linkedin.com/in/paulfipps/This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Sandler: https://www.sandler.com/

In episode #109, I address sales compensation planning and how you can design your plans for maximum effectiveness. QuotaPath joined me on a webinar to my SaaS community. There were some eye-openers on how to design your compensation plans. - What is your north star metric that you are trying to solve for? - 3 common comp plans to drive to your metric - example levers Watch the replay in my No Fluff course series: https://www.thesaasacademy.com/offers/zz3ZR2WL/checkout Head to the Demo section.

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.

Should you move to a fixed compensation model for your sales team? Will it hurt or help productivity? How will it impact your ability to recruit top talent?

Beer businesses are always on the lookout for ways to reduce costs and increase sales.In today's podcast we talk with Bud Dunn from VxP, who shares a tool that you can use to reduce finished product loss by 50% or more, and increase gross profit per CE by 20 cents or more.Key TopicsVolume is good, profits are better, how to use VxP to increase bothHow to align sales rep incentives with overall growth of the businessHow to get suppliers involved with incentives and co-op dollarsResourcesLearn how to increase gross profit by 20 cents per CE in your businessCheck out the new network for beer wholesaler financial professionals

In Episode 54 Mike continues the series on Common Sales Leadership Sins, and this time he touches the “third rail” — compensation!   If you have complacent salespeople, Mike argues that the very first place to look is at the compensation plan... And he claims to be the very first person to discover and publicly declare that the words COMPensation and COMPlacency start with the same four letters!   As the sales leader, you may be the very best at selecting and developing talent, arming, equipping, and enabling your team, coaching on sales skills and deals, and even at holding people accountable, BUT if your sales comp plan is incentivizing the wrong behaviors and is not driving the desired results, then you have a massive problem.   Mike unpacks his three big pet peeves when it comes to comp plans:   1. Plans that are too flat (not enough difference between what top and bottom-performers “earn”)   2. “Commission Annuities” (commission in name only, commission that really isn't variable, or paying people in perpetuity to service/renew accounts for deals that were sold years ago)   3. Not rewarding New Sales (paying the same rate/percentage in variable comp for renewing/servicing existing business as for the heavy lifting to develop true new business - major cross-sell/up-sell victories or acquiring net new customers)   Resources mentioned in this episode:   Mike's Article:  4 Very Common Causes for Lack of New Opportunity Creation    Supercharge Your Sales Leadership, October Event in Atlanta. Only 2 VIP and 21 full-day intensive spots remain available  

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.

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

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.

The Alexander Group works with many of the leading companies in the B2B SaaS industry, and I was recently joined by Ted Grossman, their co-lead of the technology industry practice, and Davis Giedt, Director of Research and Analytics.Based upon Ted and Davis' unique insights and understanding of B2B SaaS due to the discussions and data from over one hundred customers, coupled with their historic Sales Compensation research and benchmarks with has become an industry standard.My first question was how has the use of SaaS metrics evolved. Ted's perspective is the core metrics have not changed that much over the past few years - rather it is the weight that is placed on specific metrics, especially growth vs profitability. As an example in 2021 and the first half of 2022, the weight was much higher on growth rate versus profitability metrics. One example is the Rule of 40 has increased in importance as measured by R-Squared by 3x over the last 6 months. As such "Margin + Growth" is much more balanced in 2023.Ted highlighted "expense to revenue" as a top priority at the macro level. This is also a very easy metric to benchmark against the industry. Then you can dive down into more granular revenue growth efficiency metrics such as "Profitability by Sales rep. Other things like the CAC Payback Period which measures the amount of time to pay back the acquisition of a new customer. Net and Gross Retention Rates are also high-priority metrics to understand the efficacy of retaining and expanding revenue with existing customers.What about the importance of changing the mix of revenue growth from new customers versus existing customers? The story varies in every company and depends on company-specific attributes such as do they have multiple products, or do they have a product that can expand usage to additional users, departments, or business units within an existing customer.When I asked Davis the "top" metrics he prefers, they included:Sales and Marketing expense to revenue which tests for every dollar invested in revenue growth, how much is returned on both a new and top-line revenue basis. Davis shared a 35% - 40% S&M expense to revenue as a good benchmark for growth companiesCost of Growth, sometimes known as the SaaS Magic number measures the top-line revenue growth versusSales and Marketing investment, which has a range of .5 (poor), .75 - 1 (good), and > 1 (best)CLTV:CAC measures the amount of Gross Profit (or Revenue minus Cost of Goods Sold) generated against the revenue a new customer generates over the life of a customer. A CLTV:CAC ratio of 3x is good, though has been increasing over the past 2-3 years. CLTV:CAC ratio is a long-term ROI measurementNext, we discussed the topic of "consistency of metric calculation" when using industry benchmarks. Davis highlighted that for their clients they use one standard metric calculation formula to ensure when they are benchmarking it is an apples-to-apples comparison. One specific example was if you are trying to measure the efficiency of growing new customer ARR versus existing customer growth ARR, things like a "time study" may need to be conducted to properly allocate expenses to the pursuit of each growth ARR type.If you are a B2B SaaS company leader, the discussion with Ted and Davis provides some unique insights and perspectives that only come with the unique visibility they have across hundreds of leading B2B companies.

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.

Today's episode of Tech Sales Insights is the last part of Randy's conversation with Gabe on sales compensation from the CEO's perspective and hiring the right people to take your business to the next level.Gabe touches on their philosophy when it comes to compensation and fostering high producers by also providing more incentives overall. He also shares why they have a strong inbound lead engine and the few ways in which they can keep it up consistently. INSIGHTS OF THE DAYGABE: CHOOSING A MORE AGGRESSIVE COMPENSATION MODEL“What we decided to do is say we want only AEs who are bringing in a ton. We don't want a ton of AEs bringing a little, we'd rather have less bringing in a lot more because it works out economically better for the company and we're willing to pay them more than we would otherwise in a linear compensation model.” Don't miss out on our previous episodes and watch out for the next ones!E122 Part 1 - EFFICIENCY IN IT: Guaranteed Value with the Right Software with Gabe PinchevE122 Part 2 - SALES COMP DONE RIGHT? Approaching Compensation and Hiring Logically with Gabe Pinchev Find out more about Gabe Pinchev in the links below:LinkedIn: https://www.linkedin.com/in/gabrielpinchev/FieldPulse: https://www.fieldpulse.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Phone Ready Leads: https://phonereadyleads.com/

For today's episode, Randy is back with Gabe to continue the conversation on sales compensation from the CEO's perspective in the field service software space.Gabe expands on how they balance inbound calls with how much their reps still need for quota. He also talks about hiring for a sales team in a remote environment and why he likes referrals when it comes to hiring. There's all this and even more in the latest episode of Tech Sales Insights. INSIGHTS OF THE DAYGABE: MONITORING THE BALANCE OF INBOUND CALLS FOR QUOTA“We don't want to all of a sudden flip the switch and say everyone has to cover 50% outbound. Because then we're going to set our team for failure and we don't want to do that. At the end of the day, we want people who blow it out, we want them to make a lot of money and it ultimately makes recruiting a lot easier.” Don't miss out on our previous episode and watch out for the next ones!E122 Part 1 - EFFICIENCY IN IT: Guaranteed Value with the Right Software with Gabe Pinchev Find out more about Gabe Pinchev in the links below:LinkedIn: https://www.linkedin.com/in/gabrielpinchev/FieldPulse: https://www.fieldpulse.com/ This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Phone Ready Leads: https://phonereadyleads.com/

Looking to improve your sales? Look no further than the latest episode of Beyond the Story with your host Sebastian Rusk! In this episode, Sebastian is joined by sales expert Michelle Terpstra, who has helped over 500 businesses increase their sales since the beginning of the pandemic. Michelle started her own company based on her desire to have an impact and find happiness in her work. In this episode, she shares with Sebastian how her sales program works and how it can help businesses hit six figures in sales. Michelle also talks about her Startup Sales Leadership Academy, which prepares businesses for success by building a sales team. Listen in as Sebastian and Michelle discuss the importance of prospecting, the difference between salaried and commission-based sales positions, and the benefits of taking on challenges to achieve success. This episode is a must-listen for anyone interested in scaling their business and maximizing their sales potential! Don't forget to subscribe and leave a review.Timestamps[00:00:05] Interview with Sales Expert Michelle Terpstra[00:03:23] Starting and Growing a Virtual Sales Training Company[00:06:22] Building and Scaling Sales Teams[00:09:41] Startup Sales Leadership Academy: Building a Strong Sales Team[00:12:39] The Importance of a Dedicated Salesperson[00:16:02] Prospecting and Sales Compensation[00:19:27] The Rewards of Hard Work in Sales[00:22:20] Overcoming Sales LimitationsBest Quotes[00:01:50] I don't think there's anybody else out there that likes sales more than me, and I'm proud to wear that badge.[00:07:18] We had a 500,000 dollar launch on a thousand-dollar product. And that was the creation of the startup sales leadership academy.[00:09:04] My secret sauce is a branded sales university. Nobody else in the industry does this, and it is like creating a digital course for your sales team so that you can onboard at scale.[00:16:15] Prospecting is a sales professional's responsibility, and that is a 1-to-1 connection point.Episode LinksConnect with Sebastian Rusk:Beyond The Story PodcastInstagramFacebookConnect with Michelle TerpstraLinkedInCall to ActionIf you enjoyed this podcast and want to support us, please subscribe on the platform you listen to podcasts from, leave a review and share with your friends. We'd greatly appreciate it!

Sales compensation plans - where did they come from? How did they evolve to where they are today? Are there lessons we can learn from their origins we can apply today to make our plans more of what they are meant to be?In today's episode, I take you back as far as 1914 to learn about the types of quotas, the mistakes they acknowledged in 1918, and the lessons from the 1920s about compensation plan design that are possible things to consider even today.@saleshistorian on Instagram - daily quotes, pics & comics from the past@saleshistorian on Twitter - daily quotes, pics & comics from the pastThe Transparent Sales Leader - my newest book which includes a number of quotes and lessons from sales' past.The Transparency Sale - the first book, (ironically) named one of the top 100 sales books of all time.Support the show

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.

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 Nabeil Alazzam to discuss how a good sales compensation plan improves the performance of a sales team

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 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.

#malort #revopswithanedge #revenueoperations Brad Smith Co-Founder and Ceo of Sonar Software (Change intelligence platform for operations team) joins the SAASholes Revenue Operations Podcast with Jason Ferrara, Jamie Carney and Pete Jansons to discuss how Sonar can make a CRO's/Ops team more efficient. Don't Pull that plug till you sign up with Brad Smith and Sonar! Other Topics Discussed: Chief Cadence Officer? Chief Hoodie Officer? Sales Force CRM, Marc Benioff, Should the Board Room and the Sales Floor have the same Revenue Number?, Notre Dame sucks, Sales Compensation, OKR, Operations should be binary just get shit done, Intentionality, People are less effective in the office than at there home office, Kickoffs do them or not? Everyone should know what the board number is so there is integrity, What are the KPI's to determine if someone can work from home?, What headcount do you need to have a Chief Revenue Officer?, WTF is a Chief Revenue Officer?, Buy don't build? Steiner Math Problem, Intuit and Mail Chimp WTF is that? --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

Since sales reps are “coin-operated,” you can expect higher performance if you pay them more, right? Unfortunately, it's not that easy... Our guest in this week's episode is an expert in sales compensation having owned this sales performance lever for one of the biggest telcos in Australia, before he moved on to found, scale, and sell a sales compensation SaaS platform. He'll share what motivates sales reps, the mindset required to design effective compensation plans, and which stakeholders to consider. Please welcome the CEO of SalesGrid, David Marshall. Here are some of the questions we attempted to tackle:Is money really the primary motivator for sales reps from your experience?What are the factors to consider when designing a compensation plan?What makes a good comp plan? Is it simplicity or nuance?For sales enablers who want to orchestrate the development of a better comp plan, what does the stakeholder environment typically look like? Who is in charge, who contributes, who executes?Here are some of the resources referenced in this episode:Connect with David Marshall on LinkedIn: https://www.linkedin.com/in/david-marshall-spm/Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Where to find The State of Sales Enablement:Website - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6gMentioned in this episode:The Building Blocks of Sales Enablement Learning ExperienceThe ultimate Sales Enablement learning experience based on the best-selling book by Mike Kunkle. This holistic and personalized Learning experience will provide you with the knowledge required to fast-track the Sales Enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your Sales Enablement career - Create the impact associated with advanced Enablement maturity levels - Personalized guidance and reinforcement by experienced coaches - Connect with a community of like-minded Enablers To learn more about the Building Blocks of Sales Enablement learning experience and our 25% launch offer visit goffwd.com/blocks.

On this episode of Background Check Radio, sponsored by SPI Researchers, Kevin Bachman lays out his 7 pet peeves on the screening industry. LinkedIn Messaging? Check. Sales Compensation? Check. Marketing Messages, client requests and internal inertia? Check, Check and Check. And oh yeah, Checkr! But not what you think!

Switch to agile sales compensation with plans that are clear, measurable, and easy to update. We find out how with Erik Charles from Xactly Corporation.

Hamish Knox, the award-winning Sandler trainer, talks about how to structure and implement effective sales compensation plans! SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! Get your ticket to join our 2023 summit: https://events.sandler.com/summit2023 

Founders Fund Partner and former Brex CRO Sam Blond joins the SaaStr podcast to host this series with SaaS CROs. But first, to kick off the CRO Confidential series, Sam chats with SaaStr CEO Jason Lemkin about gross margins, macro impact on 2022 revenue, and sales leadership recruiting.   Video: https://youtu.be/yAyym4uJMcs   Want to join the SaaStr community? We're the