The Sales Compensation Show

Nabeil Alazzam sits down with Alex Gousinov, an accomplished sales compensation leader currently serving as the Head (Senior Director) of Go-to-Market Planning, Programs and Sales Compensation at Twilio. With a background in software development and physics, Alex brings a data-driven and analytical approach to sales comp.

Throughout the conversation, Alex reflects on his path into sales compensation and the function's ability to drive meaningful change in sales behavior. He underscores the importance of aligning incentives with overarching go-to-market strategy and business objectives.
Alex shares best practices for the sales comp planning process, such as starting early, collaborating closely with stakeholders, leveraging data to inform plan design, and preparing for the unexpected. He also discusses tactics for effective change management and rep communication when rolling out new plans.

Looking ahead, Alex emphasizes the power of analytics and real-time dashboards in sales comp. He advises sales comp professionals to broaden their knowledge of go-to-market strategy and trends to elevate their impact and career.

This episode is packed with real-world examples and practical guidance. It is a must-listen for anyone looking to design sales compensation plans that drive the right behaviors and support strategic objectives.

The Sales Compensation Show is handcrafted by our friends over at: fame.so

Nabeil Alazzam sits down with Christina Straggas, an accomplished sales compensation leader with extensive experience at companies like Equinix, AWS, and AT&T. Currently Head of Global Sales Compensation at Equinix, Christina brings a wealth of expertise in go-to-market strategy, partnerships, and team management.
Throughout the conversation, Christina reflects on her path into sales comp and the function's evolution into a recognized domain of expertise. She underscores the pivotal role of sales compensation in enabling digital transformation, advocating for comp's early involvement in strategic planning.
Christina shares best practices for managing change, such as maintaining transparency, articulating the "why" behind plan changes, and providing robust communication. She also discusses tactics for testing new plan components and metrics.

Looking to the future, Christina envisions the increased adoption of AI and machine learning in sales comp, enabling predictive insights, flag-raising alerts, and greater personalization. She emphasizes the importance of upskilling teams to focus on strategy and glean insights from data, rather than manual administration.

This episode is packed with real-world examples and practical guidance. It is a must-listen for anyone looking to align sales compensation with digital transformation objectives. Don't miss Christina's insightful predictions for the function's future!

The Sales Compensation Show is handcrafted by our friends over at: fame.so

In this episode of The Sales Compensation Show, Nabeil Alazzam welcomes Pauline Xu, a distinguished sales compensation leader currently at Unity Technologies and formerly Director of Global Sales Compensation at Flexport. With an impressive career spanning roles at companies like Aetna, Markel, and Adobe, Pauline brings a wealth of expertise in sales comp, financial planning, and operational excellence.

Throughout the conversation, Pauline shares her journey into the world of sales compensation and the surprising aspects of the role. She emphasizes the importance of business acumen, common sense, and using data effectively to tell a story and spot trends.

Pauline reveals best practices for designing effective sales compensation plans, including aligning with sales strategy, keeping things simple, and thinking through crediting rules upfront. She recommends documenting "what if" scenarios in an FAQ doc during plan design to proactively address potential issues.
When it comes to plan rollouts, Pauline believes in partnering with sales leaders and top reps to communicate the plan effectively. She shares examples of how this approach has worked well in her experience.The Sales Compensation Show is handcrafted by our friends over at: fame.so

Welcome to The Sales Compensation Show, where we explore the latest trends, insights, and innovative solutions in the world of sales performance management. In this episode, we are delighted to welcome Don Hubbartt, the Head of Sales Compensation Center of Excellence at Siemens.
With over 17 years of experience at Siemens and diverse leadership roles in compensation and HR across renowned companies, Don brings a wealth of expertise to the realm of sales incentives. As a WorldatWork member and former president of the Chicago Compensation Association, Don is widely recognized for his contributions to the field and his innovative approaches to incentive design, governance, and industry best practices.
In this engaging conversation, Don shares his journey into the sales compensation space, highlighting the evolution of sales roles and strategies over the past 15-20 years. He delves into the importance of building a global sales compensation center of excellence to drive consistency, simplification, and automation across the organization.
Discover the three key lessons Don has learned in implementing this transformative initiative: assessing the current state and readiness of the organization, understanding leadership's appetite and vision, and fostering a collaborative network of cross-functional stakeholders. Gain valuable insights and practical advice that will empower sales compensation leaders to revolutionize their strategies and unlock the full potential of their sales teams.
Whether you're a seasoned sales compensation professional or looking to elevate your organization's approach, this episode is a must-listen, packed with expertise and innovative perspectives from an industry trailblazer.The Sales Compensation Show is handcrafted by our friends over at: fame.so

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.Dal is the Head of Global Sales Compensation at Zoom. He has over 20 years of experience in sales and business operations in the high-tech industry, both at regional and global capacities for large and mid-size companies. He has a proven ability as a trusted advisor and thought leader. He has well-earned experience assessing situational needs and developing and implementing creative solutions to problems. As a problem solver, Dal is data-driven and very effective under pressure. As the global lead for sales incentives for Zoom, he owns the end-to-end sales compensation experience for over 2,100 sales and service resources. The Sales Compensation Show is handcrafted by our friends over at: fame.so

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 conversation!
Josh is the Head of Sales Compensation at CVS Health, where he is responsible for strategy, design, budgeting, quotas, technology and related sales operations special projects. Over the past two decades, he has worked as a consultant and project manager in a variety of different industries, including software, technology, telecommunications, insurance and financial services, healthcare, and manufacturing at companies like Aetna and Time Warner.The Sales Compensation Show is handcrafted by our friends over at: fame.so

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 Sales Compensation Show is handcrafted by our friends over at: fame.so

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.The Sales Compensation Show is handcrafted by our friends over at: fame.so

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 Sales Compensation Show is handcrafted by our friends over at: fame.so

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.
The Sales Compensation Show is handcrafted by our friends over at: fame.so