Every sales compensation cycle provides valuable insights into what worked, what didn’t, and where there are opportunities to improve. Join us as we unpack key lessons from across the compensation lifecycle, including plan design, implementation, governance, administration, and field feedback. We’ll examine common challenges, highlight approaches that have driven better outcomes, and explore practical ways to turn lessons learned into action. Attendees will leave with considerations for building sales compensation programs that are more effective, transparent, scalable, and aligned with evolving business needs.
Attendees will learn how to:
- Leverage insights from every stage of the compensation lifecycle to identify what works, address challenges, and drive continuous improvement across plan design, implementation, governance, administration, and field engagement.
- Create compensation programs that are transparent, scalable, and business-aligned by applying proven practices, incorporating field feedback, and translating lessons learned into actionable improvements.
Igor V. Pavlov is a senior finance and compensation leader with more than 15 years of experience designing, governing, and optimizing incentive programs that align sales performance with enterprise value creation. He currently serves as Director of Treasury and Commissions at Granite Telecommunications, a $1.8 billion communications services provider, where he leads sales compensation strategy, commission operations, treasury management, and performance analytics.
Known for bringing a finance-first perspective to compensation strategy, Igor works at the intersection of incentives, data, technology, and business performance. His responsibilities include oversight of multimillion-dollar compensation programs, enterprise compensation governance, executive decision support, treasury operations, financial planning, and compensation technology transformation.
Prior to Granite Telecommunications, Igor held positions with Fidelity Investments, Medtronic, CVS Health, and Marcou Transportation Group. Across those organizations, he developed expertise in compensation design, financial forecasting, business intelligence, profitability analysis, and organizational performance improvement.
Igor holds a Bachelor of Science in Finance and Management Information Systems from the University of Massachusetts Lowell, graduating magna cum laude.
Gavin Tapper is the founder of SICREON, the professional reference for Sales Compensation Operations. He was previously AVP Global Field Compensation at BMC, where he ran a $140M+ annual commission programmer. Gavin holds an Executive MBA (Nyenrode and Rochester).
