Sales Compensation Solutions – Highlights from the Latest Book on Sales Compensation


Creating an effective sales compensation program in the face of rapid business change has never been more challenging. IT and digital channel innovation are rapidly changing the nature of sales. Selling models are transforming faster than ever. Customers are better informed and more self-sufficient. The workforce is more diverse and opportunistic. The marketplace is more global. Despite this massive amount of change, sales forces are still on the hook to drive profitable sales growth.

Some of the same changes affecting business overall are clearly impacting sales as well – and therefore sales compensation. Salespeople have more ways to learn about, connect with, and create value for customers. Better systems (e.g. CRM), tools (e.g. analytics), infrastructures (e.g. mobile, cloud), and information (e.g. Big Data) enable smarter sales force decisions and allow sales processes to function more efficiently. As sales roles evolve to align with the realities of today’s world, sales compensation plans must adapt to the evolving role.

Come join ZS Sales Compensation Practice Leaders Chad Albrecht and Steve Marley as they share highlights from their latest book – Sales Compensation Solutions. Specifically, via research and client feedback, they identify the 7 biggest issues facing sales compensation leaders today. More importantly, they suggest solutions your organization can adopt if you are experiencing one or more of these issues.

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Steve Marley

Principal | ZS

Steve Marley is a principal in ZS’s Chicago office. He leads ZS’s sales performance management practice and is responsible for incentive compensation management and sales performance management partnerships, implementation and operations delivery. He focuses on helping companies transition from thinking about monetary incentives to thinking more holistically about motivation, engagement and incentives. Steve also has helped companies in a variety of other areas, including territory design, placement, go-to-market strategy, communication and sales force effectiveness.

Steve has a background in mechanical engineering, a B.A. in psychology from the University of Waterloo and an MBA from the Richard Ivey School of Business at the University of Western Ontario.

Chad Albrecht

Principal | ZS

Chad is a Certified Sales Compensation Professional (CSCP) with nearly 20 years consulting experience. He leads the Sales Compensation practice, helping clients create and implement motivational sales incentive plans and set fair and challenging sales quotas. Chad focuses primarily on the sales compensation design space for medtech, high tech, travel and transportation, and manufacturing.

Chad authored the book Sales Compensation Solutions and The Future of Sales Compensation and several articles in publications including Compensation and Benefits Review, World at Work Journal, and Workspan. In addition, he is a regular contributor to “The Carrot,” the most widely read blog on sales compensation. Chad also speaks frequently at multiple conferences on the topic of sales compensation.

Chad holds an M.B.A. from the University of Michigan and a bachelor’s degree in computer science from the University of Iowa.

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