Fame Host (https://fame.so) The Sales Compensation Show https://podcasts.fame.so/the-sales-compensation-show https://feeds.fame.so/the-sales-compensation-show Welcome to The Sales Compensation Show with Nabeil Alazzam! A podcast where we dive deep into the world of sales, incentives, and enterprise performance management in some of the most in-depth, data-driven conversations in the industry. Stay up to date on the research, advice and philosophies of leading experts, so you can drive your business forward in any economic environment. Copyrights © 2024 All Rights Reserved by Forma.ai en Fri, 28 Oct 2022 13:21:47 +0000 Sun, 19 Apr 2026 23:14:53 +0000 https://content.fameapp.so/uploads/651wx5jq/87c86540-5874-11ee-a7db-ed9fb4223633/87c86670-5874-11ee-a275-6771fae5cd3c.png The Sales Compensation Show https://podcasts.fame.so/the-sales-compensation-show Welcome to The Sales Compensation Show with Nabeil Alazzam! A podcast where we dive deep into the world of sales, incentives, and enterprise performance management in some of the most in-depth, data-driven conversations in the industry. Stay up to date on the research, advice and philosophies of leading experts, so you can drive your business forward in any economic environment. Forma.ai Welcome to The Sales Compensation Show with Nabeil Alazzam! A podcast where we dive deep into the world of sales, incentives, and enterprise performance management in some of the most in-depth, data-driven conversations in the industry. Stay up to date on the research, advice and philosophies of leading experts, so you can drive your business forward in any economic environment. No No episodic Forma.ai Welcome to The Sales Compensation Show with Nabeil Alazzam! A podcast where we dive deep into the world of sales, incentives, and enterprise performance management in some of the most in-depth, data-driven conversations in the industry. Stay up to date on the research, advice and philosophies of leading experts, so you can drive your business forward in any economic environment. Welcome to The Sales Compensation Show with Nabeil Alazzam! A podcast where we dive deep into the world of sales, incentives, and enterprise performance management in some of the most in-depth, data-driven conversations in the industry. Stay up to date on the research, advice and philosophies of leading experts, so you can drive your business forward in any economic environment. sales, management, data, sales compensation, analysis, business Nabeil Alazzam mike.roberts@forma.ai No No No How Boomi aligns RevOps and sales compensation [Ft.Tim Cole & Taylor Stone] https://podcasts.fame.so/e/vnwp2m28-how-boomi-aligns-revops-and-sales-compensation-ft-tim-cole-taylor-stone How Boomi aligns RevOps and sales compensation [Ft.Tim Cole & Taylor Stone] 32 3 No No 81x23431 When go-to-market priorities shift, RevOps and sales compensation either move in lockstep or the field feels the friction. In this episode, Nabeil Alazzam is joined by Boomi’s Tim Cole, VP of Revenue Operations, and Taylor Stone, Director of Global Sales Compensation. It’s the first time the show brings together RevOps and sales comp leaders from the same organization, offering a truly connected look at both sides of the operating model — from seller support and communication to recognition and faster, strategic program execution. When go-to-market priorities shift, RevOps and sales compensation either move in lockstep or the field feels the friction.  

In this episode, Forma.ai CEO Nabeil Alazzam is joined by Boomi’s Tim Cole, VP of Revenue Operations, and Taylor Stone, Director of Global Sales Compensation to discuss the must-haves for a high performing org and how they pull this off in execution together. It’s the first time the show brings together RevOps and sales compensation leaders from the same organization, offering a connected perspective at both sides of the operating model — from seller support and communication to recognition and faster program execution. 

Together, Taylor, Tim and Nabeil explore: 
  • why compensation support is too important to treat like back-office overhead 
  • how underinvesting in seller support creates downstream risk and lost selling time 
  • and why faster incentive rollouts can succeed when communication and support are handled well.  

They also unpack why recognition often shapes seller behavior more powerfully than compensation alone, how strong internal teams are built, and why leaders need to think more holistically about headcount, incentives, and business outcomes. 

Throughout, Tim and Taylor share practical lessons from Boomi’s evolution — everything from launching programs faster than expected, to thinking big picture about the role support plays in seller productivity and performance. 
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 14 Apr 2026 16:13:00 +0000 Forma.ai Forma.ai 3166 When go-to-market priorities shift, RevOps and sales compensation either move in lockstep or the field feels the friction. In this episode, Nabeil Alazzam is joined by Boomi’s Tim Cole, VP of Revenue Operations, and Taylor Stone, Director of Global Sales Compensation. It’s the first time the show brings together RevOps and sales comp leaders from the same organization, offering a truly connected look at both sides of the operating model — from seller support and communication to recognition and faster, strategic program execution. When go-to-market priorities shift, RevOps and sales compensation either move in lockstep or the field feels the friction. In this episode, Nabeil Alazzam is joined by Boomi’s Tim Cole, VP of Revenue Operations, and Taylor Stone, Director of Global Sales Compensation. It’s the first time the show brings together RevOps and sales comp leaders from the same organization, offering a truly connected look at both sides of the operating model — from seller support and communication to recognition and faster, strategic program execution. sales compensation, RevOps, revenue operations, sales operations, incentive compensation, sales comp, variable compensation, compensation design, seller motivation, seller productivity, incentive programs, sales leadership, go-to-market operations, compensation support, sales performance, Presidents Club, SPIFFs No No Inside SAS: RevOps leadership, compensation strategy, and change fatigue https://podcasts.fame.so/e/v8wpq33n-inside-sas-revops-leadership-compensation-strategy-and-change-fatigue Inside SAS: RevOps leadership, compensation strategy, and change fatigue 31 3 No No 80x2j990 What does it take to lead RevOps and sales compensation through meaningful change? Edie Cagle, VP of Global Revenue Operations at SAS, joins Forma.ai CEO Nabeil Alazzam to unpack the leadership realities behind compensation strategy, change fatigue, governance, and global consistency. They explore why incentives can’t solve every business problem, how trust is built with the field, and what RevOps leaders need to get right when strategy shifts fast. How should you be leading RevOps when the business is moving fast, the field is fatigued, and compensation is expected to keep up? 

In this episode of The Sales Compensation Show, Nabeil Alazzam sits down with Edie Cagle, VP of Global Revenue Operations at SAS, for a candid conversation about the operational and leadership realities that sit underneath sales compensation strategy. 

Together, the two explore what RevOps leaders are really up against when organizations go through meaningful change. They discuss why change fatigue is often underestimated, why incentives cannot fix a weak go-to-market strategy, and why influence in RevOps depends on more than data alone. 

The conversation also gets into one of the most debated questions in sales compensation: where comp should sit in the organization. 

This episode is especially relevant for sales compensation leaders, RevOps executives, sales operations professionals, and anyone responsible for turning strategy into seller behavior at scale. 

In this episode: 

  • Why change management is a core RevOps responsibility 
  • Why incentives won’t rescue a broken go-to-market strategy 
  • What RevOps often gets wrong about influence 
  • How to balance governance, fairness, and flexibility 
  • What SAS learned about where compensation should sit 
  • Why global consistency still needs local context 
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 24 Mar 2026 16:34:00 +0000 Forma.ai Forma.ai 2307 What does it take to lead RevOps and sales compensation through meaningful change? Edie Cagle, VP of Global Revenue Operations at SAS, joins Forma.ai CEO Nabeil Alazzam to unpack the leadership realities behind compensation strategy, change fatigue, governance, and global consistency. They explore why incentives can’t solve every business problem, how trust is built with the field, and what RevOps leaders need to get right when strategy shifts fast. What does it take to lead RevOps and sales compensation through meaningful change? Edie Cagle, VP of Global Revenue Operations at SAS, joins Forma.ai CEO Nabeil Alazzam to unpack the leadership realities behind compensation strategy, change fatigue, governance, and global consistency. They explore why incentives can’t solve every business problem, how trust is built with the field, and what RevOps leaders need to get right when strategy shifts fast. RevOps, revenue operations, sales compensation, incentive compensation, sales compensation strategy, global RevOps, sales operations, compensation governance, change management, change fatigue, compensation design, incentive design, go-to-market strategy, revenue leadership, compensation leadership, sales comp, compensation planning, global sales compensation, field trust, RevOps leadership No No GitHub's VP of global RevOps Betsy Matthies on comp plans that change behavior https://podcasts.fame.so/e/pnm7wx5n-github-s-vp-of-global-revops-betsy-matthies-on-comp-plans-that-change-behavior GitHub's VP of global RevOps Betsy Matthies on comp plans that change behavior 30 3 No No 71v592l0 Comp plans don’t just pay sellers—they steer your entire go-to-market motion. In this episode, GitHub’s VP of Global Revenue Operations & Enablement, Betsy Matthies, joins Forma.ai CEO Nabeil Alazzam to talk incentives, behavior design, and change management at leadership level. You’ll hear a real story of a comp overhaul that drove a double-digit lift, Betsy's “3 buckets max” rule for eliminating plan bloat, and the one prerequisite for AI in RevOps that too many teams skip. A sales compensation plan that actually works goes way beyond a spreadsheet—it’s about its ability to create desired behavior and whether it earns trust. 

In this episode of The Sales Compensation Show podcast, Nabeil Alazzam speaks with Betsy Matthies, the VP of Global Revenue Operations & Enablement at GitHub, to discuss how leaders can design incentives that drive the right outcomes without creating confusion, backlash, or skyrocketing the cost of sales. 

Betsy shares real examples from her career about unintentional rewards and how she's redesigned plans with three strategic buckets to drive growth and a meaningful cultural shift. 

You’ll also hear Betsy’s practical rules for comp design and rollout: 

  • Why leaders often try to use comp to fix non-comp problems (and why it backfires) 
  • How to avoid “complexity bloat” so reps don’t need a calculator to prioritize their time 
  • Why “the math is easy” but change management is the real work 
  • How to build stakeholder buy-in across Sales, Finance, and exec leadership—and why follow-up is non-negotiable 

Plus, hear Betsy’s hot take on AI. 

If you’re responsible for RevOps performance, comp strategy, or GTM execution, you'll love Betsy's perspective and lessons.
Book recommendation: Make Your Bed by Admiral William H. McRaven 

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 09 Mar 2026 17:10:00 +0000 Forma.ai Forma.ai 2261 Comp plans don’t just pay sellers—they steer your entire go-to-market motion. In this episode, GitHub’s VP of Global Revenue Operations & Enablement, Betsy Matthies, joins Forma.ai CEO Nabeil Alazzam to talk incentives, behavior design, and change management at leadership level. You’ll hear a real story of a comp overhaul that drove a double-digit lift, Betsy's “3 buckets max” rule for eliminating plan bloat, and the one prerequisite for AI in RevOps that too many teams skip. Comp plans don’t just pay sellers—they steer your entire go-to-market motion. In this episode, GitHub’s VP of Global Revenue Operations & Enablement, Betsy Matthies, joins Forma.ai CEO Nabeil Alazzam to talk incentives, behavior design, and change management at leadership level. You’ll hear a real story of a comp overhaul that drove a double-digit lift, Betsy's “3 buckets max” rule for eliminating plan bloat, and the one prerequisite for AI in RevOps that too many teams skip. sales compensation, incentive compensation, sales comp, compensation plan design, comp plan change management, revenue operations, revops, sales operations, sales performance management, SPM, quota and incentives, sales incentives, spiffs, compensation complexity, sales compensation best practices, behavior-based compensation, sales enablement, forecasting, data hygiene, CRM data quality, AI in RevOps, GitHub RevOps, go-to-market strategy No No How Netflix runs sales compensation: Designing for culture, deciding with speed https://podcasts.fame.so/e/p8m7y1w8-how-netflix-runs-sales-compensation-designing-for-culture-deciding-with-speed How Netflix runs sales compensation: Designing for culture, deciding with speed 29 3 No No 70v54z91 How does an entertainment company like Netflix design sales incentives when speed is part of the strategy? In this episode, Forma.ai CEO Nabeil Alazzam sits down with Nathan Rosas (Director, of Global Sales Incentive Compensation at Netflix) to unpack how elite comp professionals build plans that fit company culture, stay flexible through constant change, and use listening mechanisms to catch friction early. Plus Nathan shares Netflix’s “data-informed vs. data-driven” mindset for making decisions faster without losing trust. Having built compensation programs across Microsoft, Amazon, and now Netflix, Nathan brings a rare vantage point you don't want to miss. Netflix is best known for entertainment—but behind the scenes, it’s a company built to move fast. This mindset shows up in places most people never get to see, including how Netflix designs sales incentive compensation while the ads side of its business evolves.

In this episode of The Sales Compensation Show, Forma.ai CEO Nabeil Alazzam sits down with Nathan Rosas, Director of Global Sales Incentive Compensation at Netflix. Nathan brings a rare vantage point on different cultures and operating models having built compensation programs across Microsoft, Amazon, and now Netflix.

Together, the two explore how senior Sales Comp and RevOps leaders can join forces to build incentive programs that land cleanly and keep pace with change, even when balancing the relational work involved with stakeholders across the org.

In this episode, you’ll learn:
  • Nathan's view on incentive “playbooks” having limits (and the importance of designing plans that feel native to your company’s culture)
  • How Nathan prioritizes listening mechanisms across leadership, managers, and reps to catch friction
  • How Netflix avoids complexity creep and why simplicity can be a deliberate, strategic choice in dynamic environments 
  • How to create manager ownership in your org so plans motivate as “how we win,” not “what we were given”
  • Netflix’s operating principle of being data-informed vs. data-driven and what this means in practice
  • Nathan's take on the comp leader’s real superpower as the context engine around the full business picture

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Wed, 04 Feb 2026 19:06:00 +0000 Forma.ai Forma.ai 2293 How does an entertainment company like Netflix design sales incentives when speed is part of the strategy? In this episode, Forma.ai CEO Nabeil Alazzam sits down with Nathan Rosas (Director, of Global Sales Incentive Compensation at Netflix) to unpack how elite comp professionals build plans that fit company culture, stay flexible through constant change, and use listening mechanisms to catch friction early. Plus Nathan shares Netflix’s “data-informed vs. data-driven” mindset for making decisions faster without losing trust. Having built compensation programs across Microsoft, Amazon, and now Netflix, Nathan brings a rare vantage point you don't want to miss. How does an entertainment company like Netflix design sales incentives when speed is part of the strategy? In this episode, Forma.ai CEO Nabeil Alazzam sits down with Nathan Rosas (Director, of Global Sales Incentive Compensation at Netflix) to unpack how elite comp professionals build plans that fit company culture, stay flexible through constant change, and use listening mechanisms to catch friction early. Plus Nathan shares Netflix’s “data-informed vs. data-driven” mindset for making decisions faster without losing trust. Having built compensation programs across Microsoft, Amazon, and now Netflix, Nathan brings a rare vantage point you don't want to miss. sales compensation, sales incentive compensation, incentive design, RevOps, sales operations, compensation strategy, sales incentives, variable compensation, quota setting,sales performance, GTM strategy, go-to-market, No No Expedia Group's sales compensation playbook: Designing for one direction https://podcasts.fame.so/e/08jyxvmn-expedia-group-s-sales-compensation-playbook-designing-for-one-direction Expedia Group's sales compensation playbook: Designing for one direction 28 3 No No 41pqpy30 Sales comp should be simple, fair, and aligned to strategy. But at enterprise scale, those “obvious” principles collide fast. In this episode, Nabeil Alazzam sits down with Sid Ganguly (Director, Global Compensation & Head of Sales Incentive Design at Expedia Group) to discuss what really holds up when you’re designing incentives for thousands of sellers. They dig into why “equitable” doesn’t mean endlessly custom, how comp either builds trust—or quietly erodes it—and get into a thought exercise on what dynamic, personalized incentives could look like in a future state where AI is deeply embedded and the data foundation exists. In this episode of The Sales Compensation Show podcast, host Nabeil Alazzam sits down with Sid Ganguly, Director, Global Compensation & Head of Sales Incentive Design at Expedia Group, for a candid conversation on what actually holds up in incentive design at enterprise scale.

The two discuss the messy reality of balancing simplicity, fairness, and strategic alignment—without drifting into “14,000 sellers = 14,000 plans” chaos.

What you’ll hear in this episode:

  • Why “equitable” doesn’t mean endlessly custom—and how too much nuance can fracture execution
  • The “one ship” alignment test: ensuring pay-for-performance reinforces the company’s strategic direction
  • Why comp is ultimately a trust system (and how complexity dilutes it)
  • A thought exercise on dynamic, personalized incentives at scale—and what changes once AI is deeply embedded and the data foundation exists

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 19 Jan 2026 17:29:00 +0000 Forma.ai Forma.ai 2423 Sales comp should be simple, fair, and aligned to strategy. But at enterprise scale, those “obvious” principles collide fast. In this episode, Nabeil Alazzam sits down with Sid Ganguly (Director, Global Compensation & Head of Sales Incentive Design at Expedia Group) to discuss what really holds up when you’re designing incentives for thousands of sellers. They dig into why “equitable” doesn’t mean endlessly custom, how comp either builds trust—or quietly erodes it—and get into a thought exercise on what dynamic, personalized incentives could look like in a future state where AI is deeply embedded and the data foundation exists. Sales comp should be simple, fair, and aligned to strategy. But at enterprise scale, those “obvious” principles collide fast. In this episode, Nabeil Alazzam sits down with Sid Ganguly (Director, Global Compensation & Head of Sales Incentive Design at Expedia Group) to discuss what really holds up when you’re designing incentives for thousands of sellers. They dig into why “equitable” doesn’t mean endlessly custom, how comp either builds trust—or quietly erodes it—and get into a thought exercise on what dynamic, personalized incentives could look like in a future state where AI is deeply embedded and the data foundation exists. sales compensation, sales comp, incentive design, sales incentives, commission plan, commission plans, pay for performance, compensation strategy, incentive compensation management, ICM, sales performance management, SPM, RevOps, revenue operations, sales operations, sales finance, compensation governance, plan design No No Stop fixing comp plans—fix the system: Trustpilot’s approach to durable incentives https://podcasts.fame.so/e/xn129x78-stop-fixing-comp-plans-fix-the-system-trustpilot-s-approach-to-durable-incentives Stop fixing comp plans—fix the system: Trustpilot’s approach to durable incentives 27 3 No No 703r8jy1 Comp plans are usually the first thing to get blamed when growth stalls—because they’re where every upstream issue becomes impossible to ignore: messy territories, unclear roles, uneven segmentation, and sales motions that don’t match reality. In this episode, Nabeil Alazzam sits down with Kaleb Carter, Director of Sales Compensation – FP&A at Trustpilot, to share a more durable path forward: stop tinkering with comp plans and start fixing the connected system that produces comp outcomes in the first place. Listen in as Kaleb breaks down the shift from comp teams as “payroll processors” to strategic advisors and architects of behavior. He unpacks how to create stability by tightening the GTM foundations—segmentation, territories, targets, role clarity, and operating cadence—so your comp plan can execute cleanly, scale confidently, and earn real trust from both leaders and sellers. Sales comp plans are usually the first thing to get blamed when growth stalls because it’s where every upstream issue becomes painfully visible: messy territories, unclear roles, uneven segmentation, and misaligned sales motions. In this episode, Nabeil Alazzam sits down with Kaleb Carter, the Director of Sales Compensation – FP&A at Trustpilot, to unpack a more durable approach. That is — stop tinkering with comp plans and start fixing the connected system that produces comp outcomes in the first place.

Kaleb sees modern sales compensation as behavior architecture—a strategic function that translates GTM strategy into consistent, coachable actions. He shares a repeatable diagnostic method for when stakeholders say “the comp plan is broken,” and why chasing a mathematically perfect plan (especially with AI) is a trap if your org’s foundations don’t hold up.

The episode is full of practical way Kaleb builds trust, stability, and predictability—without relying on rate increases, SPIFFs, or constant plan changes.

In this episode, you’ll learn:
  • Why comp is the output of the GTM system (and how that changes how you lead)
  • How to diagnose compensation complaints using root-cause thinking (versus defensiveness)
  • The AI mistake companies Kaleb sees companies will keep making in incentive design—and how to avoid it
  • Why you can’t design “fair” comp without addressing performance variability
  • How to earn trusted-advisor influence with executives through clear cause-and-effect narratives

Resources Kaleb mentions:
  • Kim Scott — Radical Candor (leadership framework for high-trust, high-clarity conversations)
  • Peter Drucker (management thinker influencing Kaleb’s leadership philosophy)

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 05 Jan 2026 17:15:00 +0000 Forma.ai Forma.ai 2208 Comp plans are usually the first thing to get blamed when growth stalls—because they’re where every upstream issue becomes impossible to ignore: messy territories, unclear roles, uneven segmentation, and sales motions that don’t match reality. In this episode, Nabeil Alazzam sits down with Kaleb Carter, Director of Sales Compensation – FP&A at Trustpilot, to share a more durable path forward: stop tinkering with comp plans and start fixing the connected system that produces comp outcomes in the first place. Listen in as Kaleb breaks down the shift from comp teams as “payroll processors” to strategic advisors and architects of behavior. He unpacks how to create stability by tightening the GTM foundations—segmentation, territories, targets, role clarity, and operating cadence—so your comp plan can execute cleanly, scale confidently, and earn real trust from both leaders and sellers. Comp plans are usually the first thing to get blamed when growth stalls—because they’re where every upstream issue becomes impossible to ignore: messy territories, unclear roles, uneven segmentation, and sales motions that don’t match reality. In this episode, Nabeil Alazzam sits down with Kaleb Carter, Director of Sales Compensation – FP&A at Trustpilot, to share a more durable path forward: stop tinkering with comp plans and start fixing the connected system that produces comp outcomes in the first place. Listen in as Kaleb breaks down the shift from comp teams as “payroll processors” to strategic advisors and architects of behavior. He unpacks how to create stability by tightening the GTM foundations—segmentation, territories, targets, role clarity, and operating cadence—so your comp plan can execute cleanly, scale confidently, and earn real trust from both leaders and sellers. sales compensation, incentive compensation, commission plans, sales incentives, compensation strategy, comp plan design, sales compensation planning, revenue operations, RevOps, sales operations, Sales Ops, go-to-market strategy, GTM operating model, behavior design No No From payout crisis to global playbooks: Turning comp chaos into repeatable systems https://podcasts.fame.so/e/286qwx9n-from-payout-crisis-to-global-playbooks-turning-comp-chaos-into-repeatable-systems From payout crisis to global playbooks: Turning comp chaos into repeatable systems 26 3 No No j12rjqn1 Imagine stepping into a new role leading sales compensation and within twenty days, the entire sales org gets paid wrong. That was Gavin Tapper’s “welcome” to this niche space—and it was this high-stakes experience that was a catalyst in shaping him into a global sales compensation leader today. In this episode, Gavin joins Nabeil Alazzam (Founder & CEO of Forma.ai) to unpack how he turned an 18-month payout crisis, years of plan changes, and countless stakeholder debates into durable playbooks he's used to lead compensation at global orgs. Listen in for insights on selling tough plan changes, being "Switzerland" as a sales comp leader, hot takes on attainment data, and what a 1,000-mile bike ride taught Gavin about transformation. Imagine stepping into a new role leading sales compensation and within twenty days, the entire sales org gets paid wrong. That was Gavin Tapper’s “welcome” to this niche space—and it was this high-stakes experience that was a catalyst in shaping him into a global sales compensation leader today. In this episode, Gavin joins Nabeil Alazzam (Founder & CEO of Forma.ai) to unpack how he turned an 18-month payout crisis, years of plan changes, and countless stakeholder debates into durable playbooks he's used to lead compensation at global orgs. Listen in for insights on selling tough plan changes, being "Switzerland" as a sales comp leader, hot takes on attainment data, and what a 1,000-mile bike ride taught Gavin about transformation.

🔍 In this episode, you’ll learn:
  • How an inherited system failure that mispaid an entire global sales org became the foundation of Gavin’s approach to sales comp.
  • The three simple levers Gavin uses to diagnose any comp issue
  • Why operational trust matters more than elegant plan design.
  • How the “Mosaic” metaphor helped secure buy-in for a significant, complex plan change at SKO.
  • How to push sales leaders to think in trade-offs instead of wish lists.
  • Why attainment data becomes dangerous when used without context—and how to cut it differently for costing, club, and talent decisions.
  • And much more!

Resources mentioned:
  • Kepner-Tregoe – The New Rational Manager (problem solving & decision making)
  • Eliyahu Goldratt – It’s Not Luck (follow-up to The Goal)
  • Stafford Beer – Diagnosing the System for Organizations
  • Simon Sinek – Find Your Why
  • CliftonStrengths (Gallup)
  • Insights / Color Profiles for stakeholder communication
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 15 Dec 2025 19:59:00 +0000 Forma.ai Forma.ai 2425 Imagine stepping into a new role leading sales compensation and within twenty days, the entire sales org gets paid wrong. That was Gavin Tapper’s “welcome” to this niche space—and it was this high-stakes experience that was a catalyst in shaping him into a global sales compensation leader today. In this episode, Gavin joins Nabeil Alazzam (Founder & CEO of Forma.ai) to unpack how he turned an 18-month payout crisis, years of plan changes, and countless stakeholder debates into durable playbooks he's used to lead compensation at global orgs. Listen in for insights on selling tough plan changes, being "Switzerland" as a sales comp leader, hot takes on attainment data, and what a 1,000-mile bike ride taught Gavin about transformation. Imagine stepping into a new role leading sales compensation and within twenty days, the entire sales org gets paid wrong. That was Gavin Tapper’s “welcome” to this niche space—and it was this high-stakes experience that was a catalyst in shaping him into a global sales compensation leader today. In this episode, Gavin joins Nabeil Alazzam (Founder & CEO of Forma.ai) to unpack how he turned an 18-month payout crisis, years of plan changes, and countless stakeholder debates into durable playbooks he's used to lead compensation at global orgs. Listen in for insights on selling tough plan changes, being "Switzerland" as a sales comp leader, hot takes on attainment data, and what a 1,000-mile bike ride taught Gavin about transformation. sales compensation, sales compensation design, sales compensation operations, sales compensation leadership, global sales compensation, revenue operations, RevOps, sales operations, Sales Ops, incentive compensation, incentive plans, comp plan design, sales plan rollout, SKO, sales kickoff, attainment data, sales attainment, quota attainment, compensation costing No No Aligning sales comp with strategy, not just products (with Stephen Long) https://podcasts.fame.so/e/lnqwpz2n-aligning-sales-comp-with-strategy-not-just-products-with-stephen-long Aligning sales comp with strategy, not just products (with Stephen Long) 25 3 No No 81nv8nk1 In this episode of The Sales Compensation Show, global sales compensation expert Stephen Long joins Forma.ai CEO Nabeil Alazzam to unpack how senior leaders should really think about plan design. They dig into why over-rotating on products backfires, how to build a 3–5 year roadmap to account for needed data infrastructure, and what fair, explainable quota setting really looks like at scale. You’ll hear Stephen’s real-world examples of: - The biggest misses executives make in sales comp plan design, - Why you shouldn’t put money on anything you can’t track (and explain to reps), - The importance of a 3–5 year sales comp and infrastructure roadmap across Sales, RevOps, IT, and Finance, - A practical way to approach quota setting that reps actually trust, and - How complex crediting and pricing autonomy create gaming—and how to redesign around contract “health,” not just headline value. If you enjoy the show, don’t forget to subscribe, leave a review, and share it with a fellow sales compensation leader. In this episode of The Sales Compensation Show, global sales compensation expert Stephen Long joins Forma.ai CEO Nabeil Alazzam to unpack what really breaks inside sales compensation plans—long before a single payout runs.

They dig into how unclear end goals, weak data infrastructure, and rushed quotas quietly erode trust, invite gaming, and push reps to work around the plan instead of through it. Stephen shares practical patterns from decades in global sales comp, plus concrete examples of redesigning incentives around contract “health,” not just top line numbers.

Resources Mentioned
Books
  • The Elements of Sales Compensation – Jerry Colletti, Mary Fiss, Scott Sands
  • A sales compensation book by Dave Cichelli (referenced by Stephen; title not mentioned in the episode)

Organizations & Sites
  • Forma.ai – The AI-powered sales performance management platform and host of The Sales Compensation Show podcast
  • WorldatWork – professional association with sales compensation resources and education

If you enjoy the show, don’t forget to subscribe, leave a review, and share it with a fellow sales compensation leader.

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 02 Dec 2025 15:58:00 +0000 Forma.ai Forma.ai 1890 In this episode of The Sales Compensation Show, global sales compensation expert Stephen Long joins Forma.ai CEO Nabeil Alazzam to unpack how senior leaders should really think about plan design. They dig into why over-rotating on products backfires, how to build a 3–5 year roadmap to account for needed data infrastructure, and what fair, explainable quota setting really looks like at scale. You’ll hear Stephen’s real-world examples of: - The biggest misses executives make in sales comp plan design, - Why you shouldn’t put money on anything you can’t track (and explain to reps), - The importance of a 3–5 year sales comp and infrastructure roadmap across Sales, RevOps, IT, and Finance, - A practical way to approach quota setting that reps actually trust, and - How complex crediting and pricing autonomy create gaming—and how to redesign around contract “health,” not just headline value. If you enjoy the show, don’t forget to subscribe, leave a review, and share it with a fellow sales compensation leader. In this episode of The Sales Compensation Show, global sales compensation expert Stephen Long joins Forma.ai CEO Nabeil Alazzam to unpack how senior leaders should really think about plan design. They dig into why over-rotating on products backfires, how to build a 3–5 year roadmap to account for needed data infrastructure, and what fair, explainable quota setting really looks like at scale. You’ll hear Stephen’s real-world examples of: - The biggest misses executives make in sales comp plan design, - Why you shouldn’t put money on anything you can’t track (and explain to reps), - The importance of a 3–5 year sales comp and infrastructure roadmap across Sales, RevOps, IT, and Finance, - A practical way to approach quota setting that reps actually trust, and - How complex crediting and pricing autonomy create gaming—and how to redesign around contract “health,” not just headline value. If you enjoy the show, don’t forget to subscribe, leave a review, and share it with a fellow sales compensation leader. sales compensation, sales comp strategy, Stephen Long, Nabeil Alazzam, incentive compensation, incentive design, quota setting, quota methodology, sales quotas, sales operations, sales ops, revenue operations, revops, sales performance management, sales performance, compensation plan design, plan governance, No No Inside Rogers’ Sales Comp Engine: How Les Reif Runs Incentives at National Scale https://podcasts.fame.so/e/68r7140n-inside-rogers-sales-comp-engine-how-les-reif-runs-incentives-at-national-scale Inside Rogers’ Sales Comp Engine: How Les Reif Runs Incentives at National Scale 24 3 No No 805rk9n1 When you’re running sales compensation for thousands of reps, every plan change is a bet on behavior at national scale. In this episode, we sit down with Les Reif, Senior Director of Sales Compensation at Rogers Communications, for a deep dive into how Rogers designs, governs, and operates sales comp inside one of Canada’s largest telcos. From why sales compensation is really a data and definition problem, to Les' take on the real differentiator for a sales comp function — don't miss this rare look inside how this national carrier runs comp. In this episode, Forma.ai CEO Nabeil Alazzam sits down with Les Reif, Senior Director of Sales Compensation at Rogers Communications, for a deep dive into how Rogers designs, governs, and operates sales comp inside one of Canada’s largest telcos.

Les shares how he moved into sales comp through data, and why he still sees the function as a business-and-data translation engine more than a pure “math problem.” From there, they walk through how his team balances optionality vs. complexity, keeps stakeholders aligned, and builds a high-performing comp organization in an environment full of legacy systems and constant change.

🔎 In this episode, you’ll learn:

  • Why sales compensation is really a data and definition problem, not just calculation
  • How Rogers balances flexibility vs. complexity and avoids 50+ plan variants
  • When changing the comp plan isn’t the right first move—even when performance is off
  • How Les structures governance and sign-off across Sales, Finance, and HR
  • The rollout tactics that actually build rep trust (roadshows, first-paycheck comms, escalation forums)
  • Why the real differentiator in sales comp is people, not tools—and what he looks for when hiring

Whether you lead Sales Comp, RevOps, or Sales Ops, this is a rare inside look at how a national carrier runs its comp engine—and a chance to benchmark your own approach against an enterprise at serious scale.

💡 About the show
The Sales Compensation Show brings you in-depth conversations with the leaders shaping how modern revenue teams design incentives, drive performance, and support go-to-market strategy.
Powered by Forma.ai — the data-first, AI-powered sales performance management platform that connects territories, quotas, and incentives on a single foundation.

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 17 Nov 2025 17:28:00 +0000 Forma.ai Forma.ai 2165 When you’re running sales compensation for thousands of reps, every plan change is a bet on behavior at national scale. In this episode, we sit down with Les Reif, Senior Director of Sales Compensation at Rogers Communications, for a deep dive into how Rogers designs, governs, and operates sales comp inside one of Canada’s largest telcos. From why sales compensation is really a data and definition problem, to Les' take on the real differentiator for a sales comp function — don't miss this rare look inside how this national carrier runs comp. When you’re running sales compensation for thousands of reps, every plan change is a bet on behavior at national scale. In this episode, we sit down with Les Reif, Senior Director of Sales Compensation at Rogers Communications, for a deep dive into how Rogers designs, governs, and operates sales comp inside one of Canada’s largest telcos. From why sales compensation is really a data and definition problem, to Les' take on the real differentiator for a sales comp function — don't miss this rare look inside how this national carrier runs comp. sales compensation, sales commission, sales comp, incentive compensation, sales performance management, RevOps, Sales Ops, compensation design, comp plan design, data driven compensation, sales compensation governance, quota setting, incentive plan rollout, No No Intrinsic vs. extrinsic motivation in sales: Ryan Farber on pay curves, quotas, and culture https://podcasts.fame.so/e/pnm7m4ln-intrinsic-vs-extrinsic-motivation-in-sales-ryan-farber-on-pay-curves-quotas-and-culture Intrinsic vs. extrinsic motivation in sales: Ryan Farber on pay curves, quotas, and culture 23 3 No No 71v5rmj0 What if the very thing you use to motivate sellers is unintentionally distorting behavior? In this episode Barracuda’s Director of Sales Compensation, Ryan Farber, joins host Nabeil Alazzam to pressure-test sales incentives—then rethink or offer up pragmatic models and guardrails. The two get into intrinsic vs. extrinsic motivation, exponential vs. logarithmic pay curves, what comp plans simply can’t replace, and how to fix segmentation, pricing, and delivery so the plan stops getting blamed for upstream problems. The episode closes with a peek at adaptive, deal-level incentives powered by cleaner data. Listen in for real quotes, usable frameworks, and a debate that lands in a place with ideas you can actually ship. What if the very thing you use to motivate sellers is unintentionally distorting behavior? In this episode Barracuda’s Director of Sales Compensation, Ryan Farber, joins host Nabeil Alazzam to pressure-test sales incentives—then rethink or offer up pragmatic models and guardrails. The two get into intrinsic vs. extrinsic motivation, exponential vs. logarithmic pay curves, what comp plans simply can’t replace, and how to fix segmentation, pricing, and delivery so the plan stops getting blamed for upstream problems. The episode closes with a peek at adaptive, deal-level incentives powered by cleaner data.
Listen in for real quotes, usable frameworks, and a debate that lands in a place with ideas you can actually ship.

Host: Nabeil Alazzam, CEO @ Forma.ai
Guest: Ryan Farber, Director, Sales Compensation @ Barracuda

Resources mentioned

  • Punished by Rewards — Alfie Kohn
  • The New Human Rights Movement — Peter Joseph

Chapters
  • 00:05 – Ryan’s hot take: “Are comp plans actually driving growth?” Intrinsic vs. extrinsic motivation
  • 11:00 – The trouble with “Let the plan weed people out” (Re: leadership avoidance)
  • 17:50 – What elite sellers really optimize for
  • 32:08 – Pay curves: exponential (x²), logarithmic, and thoughts on a hybrid
  • 40:47 – Private aviation lesson: operations, price perception, and the experience reps sell
  • 46:13 – Segmentation by buying motion (not company size)
  • 50:12 – Book recs and resources


The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 03 Nov 2025 18:20:00 +0000 Forma.ai Forma.ai 2682 What if the very thing you use to motivate sellers is unintentionally distorting behavior? In this episode Barracuda’s Director of Sales Compensation, Ryan Farber, joins host Nabeil Alazzam to pressure-test sales incentives—then rethink or offer up pragmatic models and guardrails. The two get into intrinsic vs. extrinsic motivation, exponential vs. logarithmic pay curves, what comp plans simply can’t replace, and how to fix segmentation, pricing, and delivery so the plan stops getting blamed for upstream problems. The episode closes with a peek at adaptive, deal-level incentives powered by cleaner data. Listen in for real quotes, usable frameworks, and a debate that lands in a place with ideas you can actually ship. What if the very thing you use to motivate sellers is unintentionally distorting behavior? In this episode Barracuda’s Director of Sales Compensation, Ryan Farber, joins host Nabeil Alazzam to pressure-test sales incentives—then rethink or offer up pragmatic models and guardrails. The two get into intrinsic vs. extrinsic motivation, exponential vs. logarithmic pay curves, what comp plans simply can’t replace, and how to fix segmentation, pricing, and delivery so the plan stops getting blamed for upstream problems. The episode closes with a peek at adaptive, deal-level incentives powered by cleaner data. Listen in for real quotes, usable frameworks, and a debate that lands in a place with ideas you can actually ship. sales compensation, incentive design, intrinsic motivation, extrinsic motivation, pay curves, exponential curve, logarithmic curve, hybrid payout, accelerators, decelerators, payout caps, windfall protection, quota setting, capacity planning, attainment distribution, OTE, pay mix, short-term incentives (STI), long-term incentives (LTI), equity/ownership, SPIFFs, adaptive incentives, deal-level bounties, segmentation by buying motion, territory design, pricing strategy, discounting, value perception, enablement, performance management, recruiting messaging, RevOps, Sales Ops, GTM alignment, data hygiene, cross-functional alignment, renewal compensation, culture and coaching No No FBI-grade influence for compensation leaders: how to reduce friction & win buy-in https://podcasts.fame.so/e/5nz7wmx8-fbi-grade-influence-for-compensation-leaders-how-to-reduce-friction-win-buy-in FBI-grade influence for compensation leaders: how to reduce friction & win buy-in 22 3 No No 80zn3m70 The best sales compensation leaders are agents of change (requiring strong skills in influence), so in this episode of The Sales Compensation Show, former FBI agent and bestselling author Dr. Jack Schafer—who helped catch spies and flip assets—joins Nabeil Alazzam to translate field-tested influence into boardroom wins for sales compensation leaders. Listen in to learn psychology-backed tactics to align your exec team, lower resistance to new plan proposals, and secure buy-in for higher-stakes comp changes. We cover how to use rapport and elicitation techniques like the bridge-back method, preemptive statements, how to read rooms to spot resistance early, and prime stakeholders to cut friction before a meeting even starts. Every meaningful comp change (think plan redesigns, quota models, and SPIFFs) lives or dies on buy-in. And all the best sales compensation leaders are agents of change. In this episode of The Sales Compensation Show, our host, Forma.ai CEO Nabeil Alazzam sits down with Dr. Jack Schafer, former FBI Special Agent and author of The Like Switch, to translate field-tested influence principles into everyday sales compensation leadership.

You’ll learn the psychology behind trust and compliance, how to frame proposals to reduce status-quo bias, and ways to navigate high-stakes conversations across Sales, Finance, HR, and the C-suite. Jack breaks down rapport-building, objection handling under pressure, and language patterns that shift meetings from “no” to “let’s explore.” Whether you’re introducing a new comp model or steering a broader transformation, Jack shares tacktics for leading change with confidence.

Episode notes
Guest: Dr. Jack Schafer — former FBI Special Agent, behavioral analyst, and bestselling author of The Like Switch and The Truth Detector.
Host: Nabeil Alazzam — CEO, Forma.ai.

What you’ll learn:
— A simple “like → trust → compliance” ladder for executive alignment
— How to frame comp changes to counter loss aversion and status-quo bias
— How to identify psychological and operational blockers 

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 21 Oct 2025 16:23:00 +0000 Forma.ai Forma.ai 2200 The best sales compensation leaders are agents of change (requiring strong skills in influence), so in this episode of The Sales Compensation Show, former FBI agent and bestselling author Dr. Jack Schafer—who helped catch spies and flip assets—joins Nabeil Alazzam to translate field-tested influence into boardroom wins for sales compensation leaders. Listen in to learn psychology-backed tactics to align your exec team, lower resistance to new plan proposals, and secure buy-in for higher-stakes comp changes. We cover how to use rapport and elicitation techniques like the bridge-back method, preemptive statements, how to read rooms to spot resistance early, and prime stakeholders to cut friction before a meeting even starts. The best sales compensation leaders are agents of change (requiring strong skills in influence), so in this episode of The Sales Compensation Show, former FBI agent and bestselling author Dr. Jack Schafer—who helped catch spies and flip assets—joins Nabeil Alazzam to translate field-tested influence into boardroom wins for sales compensation leaders. Listen in to learn psychology-backed tactics to align your exec team, lower resistance to new plan proposals, and secure buy-in for higher-stakes comp changes. We cover how to use rapport and elicitation techniques like the bridge-back method, preemptive statements, how to read rooms to spot resistance early, and prime stakeholders to cut friction before a meeting even starts. sales compensation, compensation leadership, persuasion, behavioral psychology, influence, Jack Schafer, The Like Switch, Nabeil Alazzam, The Sales Compensation Show, change management, RevOps, SalesOps, sales operations, sales leadership, The Truth Detector No No Enterprise sales performance excellence, decoded: Inside Qlik and Autodesk https://podcasts.fame.so/e/1n2r402n-enterprise-sales-performance-excellence-decoded-inside-qlik-and-autodesk Enterprise sales performance excellence, decoded: Inside Qlik and Autodesk 21 3 No No 21997q41 Ever wondered what truly great sales performance really looks like in practice? In this special episode we break from our usual format to spotlight a candid conversation with enterprise leaders building world-class global sales performance programs. Forma.ai's own Shawn Rossi, VP of Strategic Services, sits down with Dennis Johnson, the CFO at Qlik, and Dr. Robert Bieshaar, Head of Go-to-Market Performance Management at Autodesk. Together they unpack what it takes to run effective sales compensation at scale — beyond the expected baseline of processing payouts. From quota setting to territory design, to system modernization and governance, the discussion gets tactical and unfiltered. Topics include: ✔ Admin excellence as table stakes—and where you need to be shifting your time instead ✔ The toughest parts of sales planning (and how to get it right) ✔ How you know it’s time to leave Excel behind ✔ How to spot misalignment before it derails performance ✔ How to involve sales leadership (and the field) early and ensure sales planning runs on schedule ✔ Managing complexity while keeping plans simple ✔ Breaking the habit of “rogue comp” and last-minute incentives As you up-level your SPM strategy or work to earn cross-functional buy-in, this episode is packed with real-world insights you won’t want to miss. In this special live episode of The Sales Compensation Show, we break from our usual format to spotlight a candid conversation with enterprise leaders running world-class sales performance programs.

Guests:

  • Dennis Johnson, Chief Financial Officer, Qlik
  • Dr. Robert Bieshaar, Go-to-Market Performance Management, Autodesk
  • Shawn Rossi, VP Strategic Services, Forma.ai 

Topics covered:

  • What “flipping the pyramid” means in enterprise sales performance
  • Making the case for comp systems: risk reduction and revenue upside
  • How you know it's time to evolve from Excel alone
  • Aligning sales compensation to business strategy, not the other way around
  • The importance of cross-functional ownership: sales, finance, HR, ops
  • Why quota design is the hardest—and most visible—part to get right
  • How SPIFFs can spiral into chaos (and what to do instead)
  • Breaking the habit of “rogue comp” and last-minute incentives
  • Advice for CFOs and sales leaders embarking on their SPM journey

Subscribe on Apple Podcasts, Spotify, or YouTube to catch more tactical, expert conversations on sales performance management.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 15 Sep 2025 16:19:00 +0000 Forma.ai Forma.ai 2619 Ever wondered what truly great sales performance really looks like in practice? In this special episode we break from our usual format to spotlight a candid conversation with enterprise leaders building world-class global sales performance programs. Forma.ai's own Shawn Rossi, VP of Strategic Services, sits down with Dennis Johnson, the CFO at Qlik, and Dr. Robert Bieshaar, Head of Go-to-Market Performance Management at Autodesk. Together they unpack what it takes to run effective sales compensation at scale — beyond the expected baseline of processing payouts. From quota setting to territory design, to system modernization and governance, the discussion gets tactical and unfiltered. Topics include: ✔ Admin excellence as table stakes—and where you need to be shifting your time instead ✔ The toughest parts of sales planning (and how to get it right) ✔ How you know it’s time to leave Excel behind ✔ How to spot misalignment before it derails performance ✔ How to involve sales leadership (and the field) early and ensure sales planning runs on schedule ✔ Managing complexity while keeping plans simple ✔ Breaking the habit of “rogue comp” and last-minute incentives As you up-level your SPM strategy or work to earn cross-functional buy-in, this episode is packed with real-world insights you won’t want to miss. Ever wondered what truly great sales performance really looks like in practice? In this special episode we break from our usual format to spotlight a candid conversation with enterprise leaders building world-class global sales performance programs. Forma.ai's own Shawn Rossi, VP of Strategic Services, sits down with Dennis Johnson, the CFO at Qlik, and Dr. Robert Bieshaar, Head of Go-to-Market Performance Management at Autodesk. Together they unpack what it takes to run effective sales compensation at scale — beyond the expected baseline of processing payouts. From quota setting to territory design, to system modernization and governance, the discussion gets tactical and unfiltered. Topics include: ✔ Admin excellence as table stakes—and where you need to be shifting your time instead ✔ The toughest parts of sales planning (and how to get it right) ✔ How you know it’s time to leave Excel behind ✔ How to spot misalignment before it derails performance ✔ How to involve sales leadership (and the field) early and ensure sales planning runs on schedule ✔ Managing complexity while keeping plans simple ✔ Breaking the habit of “rogue comp” and last-minute incentives As you up-level your SPM strategy or work to earn cross-functional buy-in, this episode is packed with real-world insights you won’t want to miss. sales performance management, SPM, incentive compensation, sales compensation, quota setting, territory planning, spiff governance, comp plan design, enterprise sales operations, CFO sales strategy, sales plan alignment, sales performance, sales enablement, comp plan simplicity, comp plan administration, sales comp systems, Excel vs. SPM platforms, sales leader buy-in, cross-functional sales planning, sales compensation alignment, strategic sales planning, sales ops best practices, sales comp strategy, comp admin challenges, seller motivation, sales dashboards, comp plan communication, sales comp governance, forward-looking compensation, sales comp transparency, sales performance data, comp plan pitfalls, quota fairness, SPM software, sales incentive strategy, sales comp planning cycle No No Pilots, trust, and change management: How Docusign drives sales comp adoption https://podcasts.fame.so/e/58z756zn-pilots-trust-and-change-management-how-docusign-drives-sales-comp-adoption Pilots, trust, and change management: How Docusign drives sales comp adoption 20 3 No No 81znq2l1 In this episode, Nabeil Alazzam sits down with Melissa Fenner, Sr. Director of Global GTM Strategy, Planning and Compensation, from Docusign to go behind the scenes at her current organization. The two discuss Melissa's career journey, the critical importance of over-communication, practical takeaways on piloting programs to test comp strategies, and some hot takes on whether comp plans really need to change as often as best-practice suggests (or if consistency could be even better). When you lead global sales planning and compensation for more than 2,800 reps at a company like Docusign, every decision about territories, quotas, and incentives carries weight. A small tweak can drive alignment and performance — or create confusion and mistrust.
That’s where Melissa Fenner, Sr. Director of Revenue Operations at Docusign, thrives. With a career spanning manufacturing, M&A, operational consulting, and SaaS, Melissa brings a rare blend of operational expertise and behavioral insight to the art and science of incentive design.

In this episode Melissa shares the lessons she’s learned leading global sales compensation strategy — and what operators everywhere can apply today.

Listen in for her takes on:
  • Why overcommunication is non-negotiable: why you need to deliver the same message seven times, seven ways to build rep trust around comp plans.

  • How to run pilots that build champions, not resistance: Including how to consider representative pilot groups to test major compensation changes, uncover blind spots, and create advocates who drove adoption at scale.

  • Keeping planning on track when upstream inputs are shifting: Learn how Melissa’s accounts for guardrails and scenario models to design comp plans even when segmentation and quotas aren't finalized.

  • When to lean into consistency vs. comp changes: Melissa shares her hot take about redesigning comp plans every year...

Chapters
01:22 — Melissa Fenner's Journey into Sales Compensation
03:45 — The Importance of Overcommunication in Sales Compensation
09:03 — The Power of Pilots 
17:46 — Building and Executing Compensation Plans
22:41 — Challenging Conventional Wisdom in Sales Comp

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 26 Aug 2025 18:18:00 +0000 Forma.ai Forma.ai 1931 In this episode, Nabeil Alazzam sits down with Melissa Fenner, Sr. Director of Global GTM Strategy, Planning and Compensation, from Docusign to go behind the scenes at her current organization. The two discuss Melissa's career journey, the critical importance of over-communication, practical takeaways on piloting programs to test comp strategies, and some hot takes on whether comp plans really need to change as often as best-practice suggests (or if consistency could be even better). In this episode, Nabeil Alazzam sits down with Melissa Fenner, Sr. Director of Global GTM Strategy, Planning and Compensation, from Docusign to go behind the scenes at her current organization. The two discuss Melissa's career journey, the critical importance of over-communication, practical takeaways on piloting programs to test comp strategies, and some hot takes on whether comp plans really need to change as often as best-practice suggests (or if consistency could be even better). sales compensation, sales performance, sales performance management, B2B SaaS, communication, compensation strategy, sales planning, incentive design, incentives, revenue operations, behavioral economics No No How Databricks & Gong keep sales planning agile during hypergrowth https://podcasts.fame.so/e/l8qwl5q8-how-databricks-gong-keep-sales-planning-agile-during-hypergrowth How Databricks & Gong keep sales planning agile during hypergrowth 19 3 No No 80nvw3y0 When your company is growing rapidly, sales planning can quickly turn into chaos. In this special episode from our Sales Planning Summit event, you’ll hear how two industry leaders navigate constant change without losing alignment or sales team momentum. Sid Kumar (Area Vice President, GTM Strategy & Planning, at Databricks) and Michael Duncan (Sr. Director, GTM Strategy & Operations, at Gong) share proven tactics for scaling processes, keeping Sales, RevOps, and Finance in sync, and driving execution at speed. When your organization is in hyper-growth mode, sales planning can quickly turn into organized chaos—or worse, just chaos. The pace of change is relentless, plans are constantly evolving, and keeping reps motivated and aligned can feel like chasing a moving target.

That’s why we’re hitting pause on our regular programming to bring you this timely panel discussion from the Sales Planning Summit, featuring:

  • Sid Kumar, Area VP, GTM Strategy & Planning at Databricks
  • Michael Duncan, Sr. Director, GTM Strategy & Operations at Gong

These leaders have navigated the growing pains of scaling fast—and lived to share the playbook.

In this episode, you’ll learn:

  • How these pros design a sales planning process that can handle rapid growth without constant reinvention.
  • Real ways to keep Sales, RevOps, and Finance in lockstep as complexity skyrockets.
  • Strategies for keeping stakeholders engaged and confident during frequent plan updates.
  • How to ramp new reps when compensation plans and territories are still shifting.
  • What these leaders would (and wouldn’t) do again when faced with the challenges of scale.

If your sales planning cycles feel like a race you’re always running from behind—this conversation will help you get out in front.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 11 Aug 2025 20:38:00 +0000 Forma.ai Forma.ai 2867 When your company is growing rapidly, sales planning can quickly turn into chaos. In this special episode from our Sales Planning Summit event, you’ll hear how two industry leaders navigate constant change without losing alignment or sales team momentum. Sid Kumar (Area Vice President, GTM Strategy & Planning, at Databricks) and Michael Duncan (Sr. Director, GTM Strategy & Operations, at Gong) share proven tactics for scaling processes, keeping Sales, RevOps, and Finance in sync, and driving execution at speed. When your company is growing rapidly, sales planning can quickly turn into chaos. In this special episode from our Sales Planning Summit event, you’ll hear how two industry leaders navigate constant change without losing alignment or sales team momentum. Sid Kumar (Area Vice President, GTM Strategy & Planning, at Databricks) and Michael Duncan (Sr. Director, GTM Strategy & Operations, at Gong) share proven tactics for scaling processes, keeping Sales, RevOps, and Finance in sync, and driving execution at speed. sales planning process, rapid growth, GTM Strategy, GTM Operations, sales planning, sales planning and operations, compensation structures No No Behind the targets: How ZoomInfo, Klaviyo, and Red Hat align finance and revenue https://podcasts.fame.so/e/r874k7yn-behind-the-targets-how-zoominfo-klaviyo-and-red-hat-align-finance-and-revenue Behind the targets: How ZoomInfo, Klaviyo, and Red Hat align finance and revenue 18 3 No No k08yqlm1 Finance and revenue leaders don’t always see eye to eye—but when it comes to setting sales targets, quotas, and comp plans, alignment is non-negotiable. In this special episode of The Sales Compensation Show, senior leaders from ZoomInfo, Red Hat, and Klaviyo share how their teams navigate the complexities of cross-functional planning. Moderated by Forma.ai’s David Gerardi, the conversation explores: How finance and revenue teams approach sales planning differently, balance growth targets with fiscal responsibility, consider quota setting, comp plan design, and forecasting risk, plus how these leaders recommend building trust—and avoiding misalignment—between GTM and finance. This candid panel will give you a window into how real, high-performing companies tackle the planning process *together*. How do finance and revenue teams stay aligned on aggressive sales goals and financial guardrails? Hear from senior revenue and finance leaders at ZoomInfo, Red Hat, and Klaviyo on how they negotiate targets, balance priorities, and manage risk—together.

In this special edition of The Sales Compensation Show, we're bringing you a timely panel recorded live at the Sales Planning Summit—because aligning sales targets, quotas, and comp mid-year is no small feat.

Join Forma.ai's David Gerardi as he moderates a candid discussion between:
  • Mark Harris, SVP of GTM Strategy at ZoomInfo
  • Brian Bolt, Sr. Director of Corporate Finance at Red Hat
  • Stef Layne, VP of Treasury, Payroll & Sales Compensation at Klaviyo

Together, they dive into:
  • How finance and revenue leaders approach sales planning from different angles
  • The tug-of-war between growth and fiscal responsibility when setting targets
  • Stories from the front lines of comp plan negotiation
  • Forecasting strategies that inspire confidence and reduce risk
  • Lessons learned from high-stakes planning conversations
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 05 Aug 2025 18:19:00 +0000 Forma.ai Forma.ai 3103 Finance and revenue leaders don’t always see eye to eye—but when it comes to setting sales targets, quotas, and comp plans, alignment is non-negotiable. In this special episode of The Sales Compensation Show, senior leaders from ZoomInfo, Red Hat, and Klaviyo share how their teams navigate the complexities of cross-functional planning. Moderated by Forma.ai’s David Gerardi, the conversation explores: How finance and revenue teams approach sales planning differently, balance growth targets with fiscal responsibility, consider quota setting, comp plan design, and forecasting risk, plus how these leaders recommend building trust—and avoiding misalignment—between GTM and finance. This candid panel will give you a window into how real, high-performing companies tackle the planning process *together*. Finance and revenue leaders don’t always see eye to eye—but when it comes to setting sales targets, quotas, and comp plans, alignment is non-negotiable. In this special episode of The Sales Compensation Show, senior leaders from ZoomInfo, Red Hat, and Klaviyo share how their teams navigate the complexities of cross-functional planning. Moderated by Forma.ai’s David Gerardi, the conversation explores: How finance and revenue teams approach sales planning differently, balance growth targets with fiscal responsibility, consider quota setting, comp plan design, and forecasting risk, plus how these leaders recommend building trust—and avoiding misalignment—between GTM and finance. This candid panel will give you a window into how real, high-performing companies tackle the planning process *together*. sales compensation, sales planning, quota setting, target setting, sales forecasting, compensation plan design, cross-functional alignment, finance and revenue alignment, sales comp strategy, GTM planning, finance vs. revenue tension, forecast accuracy, revenue operations, corporate finance No No How Zoom, Snowflake, and Siemens adjust sales plans mid-year https://podcasts.fame.so/e/2nxz2xkn-how-zoom-snowflake-and-siemens-adjust-sales-plans-mid-year How Zoom, Snowflake, and Siemens adjust sales plans mid-year 17 3 No No 61mkmj71 Knowing how and when to change your sales plan mid-year—based on performance signals or market shifts—can make the difference between hitting quota and missing it. In this timely episode, leaders from Zoom, Snowflake, and Siemens share how they detect early warning signs, realign territories and quotas, and adjust comp plans without derailing performance. If you’re in the thick of sales planning, this is the episode you need to hear! Sales plans aren’t meant to be static and mid-year is a make-or-break moment for revenue teams. Adjust your sales plan too late, and you risk missing your number. Move too fast, and you could disrupt the entire team. In this special episode of The Sales Compensation Show, Forma.ai’s David Gerardi sits down with sales performance leaders from Zoom, Snowflake, and Siemens to explore how the best organizations recognize when a pivot is needed—and how they execute changes without derailing momentum. 

Featuring guests:

  • Dal Sidhu – Head of Global Sales Compensation, Zoom
  • James Jackson – Global Head of Sales Planning, Compensation & Systems, Snowflake, and
  • Elizabeth Walgram – Senior Director, Sales Compensation, Siemens

Listen in to learn:

  • How to spot early signs your sales plan needs adjustment
  • Key metrics to guide data-driven decisions
  • When to realign quotas and territories—and how to do it without disrupting performance
  • How to fine-tune compensation plans to keep teams motivated
  • Real-world mid-year adjustment strategies from these experienced leaders 

Subscribe to The Sales Compensation Show for more candid insights shaping the future of sales performance!
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 28 Jul 2025 16:20:00 +0000 Forma.ai Forma.ai 3250 Knowing how and when to change your sales plan mid-year—based on performance signals or market shifts—can make the difference between hitting quota and missing it. In this timely episode, leaders from Zoom, Snowflake, and Siemens share how they detect early warning signs, realign territories and quotas, and adjust comp plans without derailing performance. If you’re in the thick of sales planning, this is the episode you need to hear! Knowing how and when to change your sales plan mid-year—based on performance signals or market shifts—can make the difference between hitting quota and missing it. In this timely episode, leaders from Zoom, Snowflake, and Siemens share how they detect early warning signs, realign territories and quotas, and adjust comp plans without derailing performance. If you’re in the thick of sales planning, this is the episode you need to hear! sales planning, revenue teams, B2B SaaS, sales performance, sales attainment, sales compensation, sales performance management, incentive compensation, incentive design, compensation strategy, sales strategy, sales leadership, go-to-market planning No No Inside LinkedIn, Docusign & Atlassian: How global sales leaders plan for performance https://podcasts.fame.so/e/vnwpxzl8-inside-linkedin-docusign-atlassian-how-global-sales-leaders-plan-for-performance Inside LinkedIn, Docusign & Atlassian: How global sales leaders plan for performance 16 3 No No 81x2ly81 Midway through planning season, sales compensation leaders are under pressure to get it right—aligning with RevOps and Finance, building data-driven plans, and adjusting for what didn’t work in H1. In this special episode of The Sales Compensation Show, recorded live at our Sales Planning Summit, leaders from LinkedIn, Docusign, and Atlassian share how they navigate these exact challenges at scale. Tune in to hear how world-class organizations coordinate cross-functional planning, build trusted data foundations, and leverage past performance to inform their strategies. You’ll also hear how AI and automation are reshaping planning cycles—and what to watch for to avoid the most common breakdowns. If you’re deep in the weeds of planning or trying to future-proof your approach, this conversation is a must-listen! Subscribe to catch even more episodes from the Sales Planning Summit series. With planning season in full swing at many organizations, this conversation offers a timely, practical lens into how global companies scale their planning process—and how you can apply the same principles, no matter your org size. Featuring leaders from LinkedIn, Docusign, and Atlassian, our guests explore what best-in-class sales planning looks like at scale.

Together we cover how winning organizations align Sales, RevOps, and Finance, build trusted data foundations, and apply lessons from past performance to shape future strategies. The discussion also dives into common planning pitfalls and how to avoid them, as well as the growing role of AI and automation in streamlining the process. With planning season well underway at most orgs, this conversation is especially relevant!

Tune in to hear:

  • How these leaders get ahead of and execute sales planning across Sales, RevOps, and Finance
  • What it takes to create a trusted, flexible data foundation
  • How past performance is used to shape future strategy at these orgs
  • Common planning breakdowns—and how to avoid them
  • The increasing role of AI and automation in streamlining planning cycles

Subscribe to catch even more episodes from the Sales Planning Summit series.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 22 Jul 2025 16:55:00 +0000 Forma.ai Forma.ai 3420 Midway through planning season, sales compensation leaders are under pressure to get it right—aligning with RevOps and Finance, building data-driven plans, and adjusting for what didn’t work in H1. In this special episode of The Sales Compensation Show, recorded live at our Sales Planning Summit, leaders from LinkedIn, Docusign, and Atlassian share how they navigate these exact challenges at scale. Tune in to hear how world-class organizations coordinate cross-functional planning, build trusted data foundations, and leverage past performance to inform their strategies. You’ll also hear how AI and automation are reshaping planning cycles—and what to watch for to avoid the most common breakdowns. If you’re deep in the weeds of planning or trying to future-proof your approach, this conversation is a must-listen! Subscribe to catch even more episodes from the Sales Planning Summit series. Midway through planning season, sales compensation leaders are under pressure to get it right—aligning with RevOps and Finance, building data-driven plans, and adjusting for what didn’t work in H1. In this special episode of The Sales Compensation Show, recorded live at our Sales Planning Summit, leaders from LinkedIn, Docusign, and Atlassian share how they navigate these exact challenges at scale. Tune in to hear how world-class organizations coordinate cross-functional planning, build trusted data foundations, and leverage past performance to inform their strategies. You’ll also hear how AI and automation are reshaping planning cycles—and what to watch for to avoid the most common breakdowns. If you’re deep in the weeds of planning or trying to future-proof your approach, this conversation is a must-listen! Subscribe to catch even more episodes from the Sales Planning Summit series. Sales planning, sales operations, revenue operations, sales performance, sales performance management, sales compensation, sales attainment, sales leadership, sales effectiveness, revenue planning, go-to-market planning, GTM planning, B2B SaaS, SaaS leadership No No [Special episode] How Microsoft, HP, and SAS build data-driven territories, quotas & incentives https://podcasts.fame.so/e/1n33y7ln-special-episode-how-microsoft-hp-and-sas-build-data-driven-territories-quotas-incentives [Special episode] How Microsoft, HP, and SAS build data-driven territories, quotas & incentives 15 3 No No m1jpyw51 In this special episode, three powerhouse compensation and revenue operations leaders from Microsoft, HP, and SAS share how they use data—not gut instinct—to design smarter territories, quotas, and incentives. Recorded live at the Sales Planning Summit, the discussion features insights on analytics-driven planning, AI forecasting, and real-world strategies from best-in-class orgs. What happens when three powerhouse leaders from Microsoft, HP, and SAS unpack the science behind sales planning? You get a modern look at how the absolute best-in-class are designing smart territories, quotas, and incentive plans—grounded in data, not gut instinct.

In this special episode of The Sales Compensation Show, we’re sharing a high-impact session from the Sales Planning Summit featuring a behind the scenes with:

  • Edie Cagle, VP of Global Revenue Operations at SAS
  • Maria Oczko-Canant, VP of Sales Compensation & Planning at HP, and
  • Nandini Ramaswamy, VP of Worldwide Incentive Compensation at Microsoft

Hosted by Nabeil Alazzam, CEO of Forma.ai, this panel dives deep into:

  • How to design equitable, efficient sales territories using data
  • What analytics-driven quota-setting really looks like
  • Ways to optimize sales incentives to influence behavior and drive results
  • The role of AI and forecasting in staying ahead of market shifts
  • Real-world examples of how top enterprises are evolving their sales planning

Serious about turning sales planning into a strategic advantage? Then this conversation is a must-listen!

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 15 Jul 2025 17:29:00 +0000 Forma.ai Forma.ai 3211 In this special episode, three powerhouse compensation and revenue operations leaders from Microsoft, HP, and SAS share how they use data—not gut instinct—to design smarter territories, quotas, and incentives. Recorded live at the Sales Planning Summit, the discussion features insights on analytics-driven planning, AI forecasting, and real-world strategies from best-in-class orgs. In this special episode, three powerhouse compensation and revenue operations leaders from Microsoft, HP, and SAS share how they use data—not gut instinct—to design smarter territories, quotas, and incentives. Recorded live at the Sales Planning Summit, the discussion features insights on analytics-driven planning, AI forecasting, and real-world strategies from best-in-class orgs. Revenue operations, sales operations, sales performance management, sales performance, sales attainment, sales incentives, AI forecasting, data-driven planning, sales planning, quota setting, sales territories No No The path to VP of RevOps: Career advice from execs at Carta, Udemy, & Glia https://podcasts.fame.so/e/x812yrqn-the-path-to-vp-career-advice-from-revops-execs-at-carta-udemy-glia The path to VP of RevOps: Career advice from execs at Carta, Udemy, & Glia 14 3 No No 713rqz60 What does it really take to become a VP of RevOps? As the RevOps function continues to rise in strategic importance, the path to VP is becoming both more visible—and competitive. We spoke with three RevOps leaders—Andy Mowat (Carta), Danny Schonfeld (Glia), and Esther Friend (Udemy)—about their personal career paths to VP, key skills defining leadership, and how to stand out in such a competitive field. This episode's perfect for aspiring leaders and current RevOps pros ready for the next step. As the RevOps function continues to rise in strategic importance, the path to VP is becoming both more visible—and competitive. So what does it really take to step into a VP of RevOps role?

In this special episode of the show, Forma.ai’s Director of Content, Jen Pepper, hosts a candid and practical discussion with three seasoned RevOps executives:

  • Andy Mowat, VP of RevOps at Carta
  • Danny Schonfeld, VP of RevOps at Glia, and
  • Esther Friend, VP of RevOps at Udemy

They each share how they made the leap to VP, the skills they look for in future RevOps leaders, and advice for those looking to grow beyond execution and into strategic leadership.

Tune in to learn:

  • The core competencies needed to succeed as a VP of RevOps
  • How to build influence grounded in strategy, cross-functional relationships, and communication
  • Mistakes to avoid on your career journey
  • What separates strong operators from future executives

Whether you're an aspiring leader or a current RevOps pro levelling up for your next move, this episode offers a roadmap for career advancement in one of the fastest-growing functions in revenue.

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Fri, 04 Jul 2025 21:55:00 +0000 Forma.ai Forma.ai 3299 What does it really take to become a VP of RevOps? As the RevOps function continues to rise in strategic importance, the path to VP is becoming both more visible—and competitive. We spoke with three RevOps leaders—Andy Mowat (Carta), Danny Schonfeld (Glia), and Esther Friend (Udemy)—about their personal career paths to VP, key skills defining leadership, and how to stand out in such a competitive field. This episode's perfect for aspiring leaders and current RevOps pros ready for the next step. What does it really take to become a VP of RevOps? As the RevOps function continues to rise in strategic importance, the path to VP is becoming both more visible—and competitive. We spoke with three RevOps leaders—Andy Mowat (Carta), Danny Schonfeld (Glia), and Esther Friend (Udemy)—about their personal career paths to VP, key skills defining leadership, and how to stand out in such a competitive field. This episode's perfect for aspiring leaders and current RevOps pros ready for the next step. Revenue operations, RevOps, sales operations, career journey, RevOps leaders, SaaS, B2B, RevOps executives, strategic leadership No No Scaling RevOps in complex sales: How to bring structure to GTM https://podcasts.fame.so/e/l8qw3598-scaling-revops-in-complex-sales-how-to-bring-structure-to-gtm Scaling RevOps in complex sales: How to bring structure to GTM 13 3 No No 80nv23l0 Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps. In this episode she shares how she scaled RevOps in a high-complexity health technology environment—with a high-stakes, reputation-sensitive buyer pool, extended sales cycles, and system-level decision-making. Learn how she approaches exec buy-in for data investments, automates data cleanup at scale, and considers comp plans reflecting real GTM structure. Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps—from traditional TV sales to early digital marketing ops to full-funnel GTM leadership in healthcare technology.

In this episode of The Sales Compensation Show, Ali joins our host Nabeil Alazzam to unpack how she brings structure and simplicity to one of the most complex selling environments out there—HealthTech.

With a limited, reputation-sensitive buyer pool, extended sales cycle, and matrixed hospital systems making enterprise-level decisions, Ali shares how she built scalable RevOps foundations that actually work across the entire customer lifecycle.

🎙 In this episode, you’ll learn:
  • Why data quality and hygiene is non-negotiable in a market where your TAM may only encounter you once
  • How to get execs to say “yes” to data investments 
  • The automation layer Ali relies on to maintain data hygiene 
  • Why sales comp complexity is often a GTM structure problem in disguise
  • If there's credence to the idea AI will replace BDRs anytime soon...

Whether you’re in healthcare tech, SaaS, or enterprise B2B sales more broadly—this conversation is packed with real world approaches and even tool recommendations to try yourself.

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Thu, 26 Jun 2025 23:26:00 +0000 Forma.ai Forma.ai 2895 Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps. In this episode she shares how she scaled RevOps in a high-complexity health technology environment—with a high-stakes, reputation-sensitive buyer pool, extended sales cycles, and system-level decision-making. Learn how she approaches exec buy-in for data investments, automates data cleanup at scale, and considers comp plans reflecting real GTM structure. Ali Rastiello, VP of Revenue Operations at Health Catalyst, has seen just about every side of RevOps. In this episode she shares how she scaled RevOps in a high-complexity health technology environment—with a high-stakes, reputation-sensitive buyer pool, extended sales cycles, and system-level decision-making. Learn how she approaches exec buy-in for data investments, automates data cleanup at scale, and considers comp plans reflecting real GTM structure. Revenue operations, healthcare technology, RevOps, sales operations, GTM strategy, sales compensation, sales performance No No What CROs really want from RevOps this year —featuring Epsilon, Cloudinary, and 6sense [Special episode] https://podcasts.fame.so/e/2n6qy5y8-what-cros-expect-from-revops-today-special-episode-from-revops-kickoff What CROs really want from RevOps this year —featuring Epsilon, Cloudinary, and 6sense [Special episode] 12 3 No No j02rwpw0 What does revenue leadership really expect from RevOps in 2025? In this special episode of The Sales Compensation Show, we’re bringing you three powerhouse CROs to discover exactly how they see this role's evolution and what's required today. Joining Forma.ai's Founder & CEO Nabeil Alazzam we have Susan Rothwell, Chief Revenue Officer at Epsilon, Allison Metcalfe, Chief Revenue Officer at Cloudinary, and Latané Conant, Chief Revenue Officer at 6sense. Together, they unpack how the RevOps-CRO partnership is changing—and what today’s leadership truly needs from operations teams. You’ll learn how RevOps can elevate beyond execution—actively shaping strategy and influencing outcomes, the metrics CROs care about most in 2025 (and what’s being deprioritized), how to walk the line between operational rigor and strategic agility, and why forecasting accuracy is not simply a nice-to-have anymore. If you're a RevOps leader (or aspiring to be one), this episode is terrific for understanding what the C-suite wishes they could tell you about how to partner with them. What do today’s CROs really need from RevOps in 2025?

In this special episode of The Sales Compensation Show, we go behind the scenes with three leading CROs to explore how the RevOps role is evolving—and what it takes to become indispensable to the executive team.

Joining Forma.ai Founder & CEO Nabeil Alazzam are:

  • Susan Rothwell, CRO at Epsilon
  • Allison Metcalfe, CRO at Cloudinary
  • Latané Conant, CRO at 6sense

This candid conversation dives into how RevOps is moving from support function to strategic force, the KPIs and forecasting capabilities that matter most, and how operations teams can earn a permanent seat at the leadership table.

If you're in RevOps—or building toward it—this is the kind of episode that reveals what your exec team wishes you knew.

Episode Highlights:
  • The evolving RevOps-CRO relationship
  • What CROs want from RevOps in today’s environment
  • The metrics that matter (and those that don’t)
  • Why strategic agility is a leadership expectation
  • Forecasting as a credibility play for RevOps
  • Actionable advice from the panel: how to lead up, influence, and drive impact with your exec team
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 23 Jun 2025 17:58:00 +0000 Forma.ai Forma.ai 3290 What does revenue leadership really expect from RevOps in 2025? In this special episode of The Sales Compensation Show, we’re bringing you three powerhouse CROs to discover exactly how they see this role's evolution and what's required today. Joining Forma.ai's Founder & CEO Nabeil Alazzam we have Susan Rothwell, Chief Revenue Officer at Epsilon, Allison Metcalfe, Chief Revenue Officer at Cloudinary, and Latané Conant, Chief Revenue Officer at 6sense. Together, they unpack how the RevOps-CRO partnership is changing—and what today’s leadership truly needs from operations teams. You’ll learn how RevOps can elevate beyond execution—actively shaping strategy and influencing outcomes, the metrics CROs care about most in 2025 (and what’s being deprioritized), how to walk the line between operational rigor and strategic agility, and why forecasting accuracy is not simply a nice-to-have anymore. If you're a RevOps leader (or aspiring to be one), this episode is terrific for understanding what the C-suite wishes they could tell you about how to partner with them. What does revenue leadership really expect from RevOps in 2025? In this special episode of The Sales Compensation Show, we’re bringing you three powerhouse CROs to discover exactly how they see this role's evolution and what's required today. Joining Forma.ai's Founder & CEO Nabeil Alazzam we have Susan Rothwell, Chief Revenue Officer at Epsilon, Allison Metcalfe, Chief Revenue Officer at Cloudinary, and Latané Conant, Chief Revenue Officer at 6sense. Together, they unpack how the RevOps-CRO partnership is changing—and what today’s leadership truly needs from operations teams. You’ll learn how RevOps can elevate beyond execution—actively shaping strategy and influencing outcomes, the metrics CROs care about most in 2025 (and what’s being deprioritized), how to walk the line between operational rigor and strategic agility, and why forecasting accuracy is not simply a nice-to-have anymore. If you're a RevOps leader (or aspiring to be one), this episode is terrific for understanding what the C-suite wishes they could tell you about how to partner with them. Revenue operations, Chief Revenue Officer, Executive teams, GTM strategy, B2B, B2B growth, RevOps, forecasting, Revenue forecasting, operations teams, sales operations, sales performance No No Engineering GTM agility: Lessons from scaling at Docusign and Snowflake https://podcasts.fame.so/e/6nr794l8-engineering-gtm-agility-lessons-from-scaling-at-docusign-and-snowflake Engineering GTM agility: Lessons from scaling at Docusign and Snowflake 11 3 No No 815rq980 From carrying a quota at Microsoft to leading global GTM planning, comp, and systems at Snowflake, James Jackson has seen every side of high-growth—from scale to recalibration. In this episode, he joins Forma.ai CEO Nabeil Alazzam to unpack why sales comp plans should express (not set) strategy, how he helped rightsize GTM at Docusign post-hypergrowth phase, and the metric he used to do it. Plus: rebuilding comp credibility, translating exec priorities for the field, and designing for agility in a consumption-based world. It's a must-listen for GTM, RevOps, and sales comp leaders navigating complexity at scale. From carrying a quota at Microsoft to leading global GTM strategy at Snowflake, James Jackson has seen the full spectrum of what it takes to scale—and then stabilize—high-growth teams.

In this episode of The Sales Compensation Show, James sits down with host and Forma.ai's CEO Nabeil Alazzam to break down:

  • Why comp plans should express company strategy—not set it
  • Lessons from his time with Docusign during a hypergrowth era (and the recalibration that followed)
  • A “poor man’s LTV:CAC” metric used to rightsize GTM structure
  • How to restore field trust when comp credibility is lost
  • Translating executive priorities into clear, motivating plans for sellers, and
  • Building for agility in a consumption-based sales model

Whether you’re leading RevOps, sales compensation, or GTM planning, James’s insights are gold for navigating complexity with clarity and confidence.

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 17 Jun 2025 14:24:00 +0000 Forma.ai Forma.ai 2583 From carrying a quota at Microsoft to leading global GTM planning, comp, and systems at Snowflake, James Jackson has seen every side of high-growth—from scale to recalibration. In this episode, he joins Forma.ai CEO Nabeil Alazzam to unpack why sales comp plans should express (not set) strategy, how he helped rightsize GTM at Docusign post-hypergrowth phase, and the metric he used to do it. Plus: rebuilding comp credibility, translating exec priorities for the field, and designing for agility in a consumption-based world. It's a must-listen for GTM, RevOps, and sales comp leaders navigating complexity at scale. From carrying a quota at Microsoft to leading global GTM planning, comp, and systems at Snowflake, James Jackson has seen every side of high-growth—from scale to recalibration. In this episode, he joins Forma.ai CEO Nabeil Alazzam to unpack why sales comp plans should express (not set) strategy, how he helped rightsize GTM at Docusign post-hypergrowth phase, and the metric he used to do it. Plus: rebuilding comp credibility, translating exec priorities for the field, and designing for agility in a consumption-based world. It's a must-listen for GTM, RevOps, and sales comp leaders navigating complexity at scale. GTM strategy, Revenue operations, RevOps, Sales Operations, SalesOps, GTM structure, Sales compensation, Sales performance, GTM planning No No Closing the sales attainment gap ft. experts from Equinix & Snowflake [Special Episode] https://podcasts.fame.so/e/489mq7q8-closing-the-sales-attainment-gap-ft-experts-from-equinix-snowflake-special-episode Closing the sales attainment gap ft. experts from Equinix & Snowflake [Special Episode] 11 3 No No v17r7670 Welcome back to the Sales Compensation Show! We’re breaking format to bring you a special conversation from RevOps Kickoff, our digital summit for revenue operations leaders. Originally recorded live, our panels brought together top minds in GTM, Sales Comp, and Strategy—and the response was too powerful to let the insights fade. So, we’re repurposing the best of those discussions here on the podcast. In this panel hosted by Kyle Webster, Chief of Staff at Forma.ai, you'll hear from: --> Christina Straggas, Head of Global Sales Compensation at Equinix --> James Jackson, Global Head of Sales Planning, Compensation, and Systems at Snowflake --> Nabeil Alazzam, Founder & CEO, Forma.ai Listen in to hear about: --> The unseen drivers of quota shortfall --> Compensation’s role in rep confidence --> Early signals to act on before targets are missed --> Aligning Sales, Finance, and Strategy to course-correct in real time We’re breaking format with this special episode of The Sales Compensation Show—bringing you an unfiltered, live conversation from RevOps Kickoff 2025, our digital summit for revenue operations leaders.

Originally recorded live, this panel brought together experts in GTM strategy, sales compensation, and revenue planning. The insights shared were too valuable to keep behind virtual doors—so we’re re-releasing them in a whole new format.

This discussion features:

  • Christina Straggas, Head of Global Sales Compensation, at Equinix
  • James Jackson, Global Head of Sales Planning, Compensation & Systems, at Snowflake
  • Nabeil Alazzam, Founder & CEO at Forma.ai

Listen in to hear about:
  • The hidden drivers of under-attainment
  • How comp plans influence rep confidence and performance
  • Early indicators it’s time to pivot your plan
  • How to align Sales, Finance, and GTM on smarter targets

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 10 Jun 2025 12:00:00 +0000 Forma.ai Forma.ai 3499 Welcome back to the Sales Compensation Show! We’re breaking format to bring you a special conversation from RevOps Kickoff, our digital summit for revenue operations leaders. Originally recorded live, our panels brought together top minds in GTM, Sales Comp, and Strategy—and the response was too powerful to let the insights fade. So, we’re repurposing the best of those discussions here on the podcast. In this panel hosted by Kyle Webster, Chief of Staff at Forma.ai, you'll hear from: --> Christina Straggas, Head of Global Sales Compensation at Equinix --> James Jackson, Global Head of Sales Planning, Compensation, and Systems at Snowflake --> Nabeil Alazzam, Founder & CEO, Forma.ai Listen in to hear about: --> The unseen drivers of quota shortfall --> Compensation’s role in rep confidence --> Early signals to act on before targets are missed --> Aligning Sales, Finance, and Strategy to course-correct in real time Welcome back to the Sales Compensation Show! We’re breaking format to bring you a special conversation from RevOps Kickoff, our digital summit for revenue operations leaders. Originally recorded live, our panels brought together top minds in GTM, Sales Comp, and Strategy—and the response was too powerful to let the insights fade. So, we’re repurposing the best of those discussions here on the podcast. In this panel hosted by Kyle Webster, Chief of Staff at Forma.ai, you'll hear from: --> Christina Straggas, Head of Global Sales Compensation at Equinix --> James Jackson, Global Head of Sales Planning, Compensation, and Systems at Snowflake --> Nabeil Alazzam, Founder & CEO, Forma.ai Listen in to hear about: --> The unseen drivers of quota shortfall --> Compensation’s role in rep confidence --> Early signals to act on before targets are missed --> Aligning Sales, Finance, and Strategy to course-correct in real time Revenue Operations, Sales operations, RevOps, Sales Ops, sales performance management, Sales targets, sales quotas, sales attainment, sales performance, Go to market strategy, GTM strategy, No No Building a resilient RevOps function with Alana Kadden Ballon of Sprout Social https://podcasts.fame.so/e/1833zpr8-building-a-resilient-revops-function-with-alana-kadden-ballon-of-sprout-social Building a resilient RevOps function with Alana Kadden Ballon of Sprout Social 10 3 No No m0jp6l30 If you’re in RevOps today, you’re juggling real challenges: aligning cross-functional KPIs, automating insights without losing context, scaling systems without adding fragility—and doing it all while navigating AI disruption and economic uncertainty. In this episode, Alana Kadden Ballon, VP of Revenue Operations at Sprout Social, shares how she’s built resilient RevOps functions that bend but don’t break. From SDR at Salesforce to leading ops at Duo Security, Wiz, and now Sprout Social, Alana’s seen—and solved—the full range of challenges scaling SaaS orgs from $10M to $500M+. You’ll hear her philosophy on making data actionable, embedding redundancy into your operating model, and rejecting silver-bullet thinking in favor of real, scalable systems. In this episode, Alana Kadden Ballon shares her career journey from SDR at Salesforce to leading RevOps at high-growth organizations like Duo and Wiz, and now Sprout Social. With clarity and candor, she breaks down how modern RevOps leaders can evolve their teams, data strategy, and stakeholder alignment to meet today’s GTM challenges.

You’ll learn:

  • Why over-relying on individual “heroes” creates brittle ops systems
  • How Alana’s team spends more time fixing problems than finding them
  • What a resilient data strategy actually looks like (hint: it’s cultural and technical
  • Why change management is the real RevOps unlock
  • The myth of the "magic tool" and what to do before you buy anything
  • How to align post-sale incentives with sales without losing focus

Resources mentioned:

Subscribe to (and rate!) The Sales Compensation Show on:
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 03 Jun 2025 14:59:00 +0000 Forma.ai Forma.ai 2581 If you’re in RevOps today, you’re juggling real challenges: aligning cross-functional KPIs, automating insights without losing context, scaling systems without adding fragility—and doing it all while navigating AI disruption and economic uncertainty. In this episode, Alana Kadden Ballon, VP of Revenue Operations at Sprout Social, shares how she’s built resilient RevOps functions that bend but don’t break. From SDR at Salesforce to leading ops at Duo Security, Wiz, and now Sprout Social, Alana’s seen—and solved—the full range of challenges scaling SaaS orgs from $10M to $500M+. You’ll hear her philosophy on making data actionable, embedding redundancy into your operating model, and rejecting silver-bullet thinking in favor of real, scalable systems. If you’re in RevOps today, you’re juggling real challenges: aligning cross-functional KPIs, automating insights without losing context, scaling systems without adding fragility—and doing it all while navigating AI disruption and economic uncertainty. In this episode, Alana Kadden Ballon, VP of Revenue Operations at Sprout Social, shares how she’s built resilient RevOps functions that bend but don’t break. From SDR at Salesforce to leading ops at Duo Security, Wiz, and now Sprout Social, Alana’s seen—and solved—the full range of challenges scaling SaaS orgs from $10M to $500M+. You’ll hear her philosophy on making data actionable, embedding redundancy into your operating model, and rejecting silver-bullet thinking in favor of real, scalable systems. Revenue Operations, SaaS growth, B2B SaaS, strategic operations, sales operations, sales productivity, sales performance, data strategy, RevOps, SalesOps, No No Positioning RevOps as the backbone of your GTM strategy https://podcasts.fame.so/e/pnllq1qn-positioning-revops-as-the-backbone-of-your-gtm-strategy Positioning RevOps as the backbone of your GTM strategy 9 3 No No x0l65m50 In this special episode from our RevOps Kickoff 2025 series, we explore how to position Revenue Operations as the strategic driver of your go-to-market engine. Hosted by RevOps Co-op Founder Matthew Volm, the panel features leaders from Birdeye, Sprout Social, Bottomline, and Cloudinary—sharing how they align teams, drive cross-functional accountability, and elevate RevOps from a support function to a central force in GTM success. If you're responsible for building scalable systems that connect planning to execution, and continually looking for ways to move beyond tactical firefighting to long-term GTM leadership, this one's a must-listen! In this special episode of The Sales Compensation Show, we're spotlighting the RevOps function as the true powerhouse behind modern go-to-market success. Recorded live at our virtual RevOps Kickoff 2025, this panel features an incredible lineup of revenue leaders who are elevating operations into a strategic growth driver.

Hosted by Matthew Volm, Founder of RevOps Co-op, this conversation unpacks how to:
  • Align cross-functional teams around shared revenue goals
  • Build scalable systems that connect planning to execution
  • Continually prove the value of RevOps to the C-suite
  • Move beyond tactical firefighting to long-term GTM leadership

The conversation features:
 🔹 Olga Traskova, VP, Revenue Operations at Birdeye
 🔹 Jessica Kao, Senior Director, Marketing Ops & Martech (prev. Cloudinary)
 🔹 Alana Kadden Ballon, VP, Revenue Operations at Sprout Social
 🔹 Erin O'Leary, VP, RevOps & Enablement at Bottomline

Whether you’re building a RevOps team or scaling one, this episode will challenge how you position your function—and show you how to lead from the center of GTM.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 27 May 2025 16:46:00 +0000 Forma.ai Forma.ai 3271 In this special episode from our RevOps Kickoff 2025 series, we explore how to position Revenue Operations as the strategic driver of your go-to-market engine. Hosted by RevOps Co-op Founder Matthew Volm, the panel features leaders from Birdeye, Sprout Social, Bottomline, and Cloudinary—sharing how they align teams, drive cross-functional accountability, and elevate RevOps from a support function to a central force in GTM success. If you're responsible for building scalable systems that connect planning to execution, and continually looking for ways to move beyond tactical firefighting to long-term GTM leadership, this one's a must-listen! In this special episode from our RevOps Kickoff 2025 series, we explore how to position Revenue Operations as the strategic driver of your go-to-market engine. Hosted by RevOps Co-op Founder Matthew Volm, the panel features leaders from Birdeye, Sprout Social, Bottomline, and Cloudinary—sharing how they align teams, drive cross-functional accountability, and elevate RevOps from a support function to a central force in GTM success. If you're responsible for building scalable systems that connect planning to execution, and continually looking for ways to move beyond tactical firefighting to long-term GTM leadership, this one's a must-listen! go to market, GTM success, RevOps, Revenue Operations, cross-functional teams, leadership, B2B, go-to-market engine, business growth No No Future-proofing RevOps: What high-impact leaders are prioritizing today https://podcasts.fame.so/e/xny7x5mn-future-proofing-revops-what-high-impact-leaders-are-prioritizing-today Future-proofing RevOps: What high-impact leaders are prioritizing today 8 3 No No l14r3yn1 Welcome to a special edition of The Sales Compensation Show, where we’re breaking from our usual one-on-one deep dives to bring you live panel discussions from our RevOps Kickoff 2025 digital conference. In this episode, Forma.ai's own Deniz Karadadas hosts a powerhouse panel of RevOps executives to unpack how top revenue teams planned for 2025 from the start. Tune in to hear from: Sowmya Srinivasan, VP of Revenue Operations at HubSpot Ali Rastiello, VP of Revenue Operations at Health Catalyst, and Tessa Whittaker, VP of Revenue Operations at ZoomInfo Together our seasoned experts cover: - Emerging RevOps trends and innovations for 2025 - Lessons learned in 2024—what worked and what didn’t - How to balance daily execution with long-term growth - Ways to drive cross-functional alignment using your tech stack - Factors that matter across the entire GTM motion This panel is packed with both tactical insights and executive-level strategy you don't want to miss! Welcome to a special edition of The Sales Compensation Show, where we’re breaking from our usual one-on-one deep dives to bring you live discussion from our RevOps Kickoff virtual conference.

As you evaluate your GTM strategy at this phase of the year, this conversation gives you a real-time pulse on what’s top of mind for RevOps leaders at high-growth, enterprise-scale companies including HubSpot, Health Catalyst, and ZoomInfo.

Facilitated by Forma.ai's own Deniz Karadadas we speak with Sowmya Srinivasan, Ali Rastiello, and Tessa Whittaker on the following topics:
  • 2025 Trends: How RevOps is adapting to changing market and tech landscapes
  • 2024 in Review: Key takeaways, tough lessons, and wins worth repeating
  • How these leaders consider strategic balance: Managing short-term goals while building long-term value
  • Tech Stack Optimization: Tools that actually drive execution across GTM teams
  • And Impact Measurement: Reframing how success is measured across departments

Grab this panel, and all of the session recordings for your team over at https://www.forma.ai/webinar-info/revops-kickoff-2025 
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 20 May 2025 16:26:00 +0000 Forma.ai Forma.ai 3085 Welcome to a special edition of The Sales Compensation Show, where we’re breaking from our usual one-on-one deep dives to bring you live panel discussions from our RevOps Kickoff 2025 digital conference. In this episode, Forma.ai's own Deniz Karadadas hosts a powerhouse panel of RevOps executives to unpack how top revenue teams planned for 2025 from the start. Tune in to hear from: Sowmya Srinivasan, VP of Revenue Operations at HubSpot Ali Rastiello, VP of Revenue Operations at Health Catalyst, and Tessa Whittaker, VP of Revenue Operations at ZoomInfo Together our seasoned experts cover: - Emerging RevOps trends and innovations for 2025 - Lessons learned in 2024—what worked and what didn’t - How to balance daily execution with long-term growth - Ways to drive cross-functional alignment using your tech stack - Factors that matter across the entire GTM motion This panel is packed with both tactical insights and executive-level strategy you don't want to miss! Welcome to a special edition of The Sales Compensation Show, where we’re breaking from our usual one-on-one deep dives to bring you live panel discussions from our RevOps Kickoff 2025 digital conference. In this episode, Forma.ai's own Deniz Karadadas hosts a powerhouse panel of RevOps executives to unpack how top revenue teams planned for 2025 from the start. Tune in to hear from: Sowmya Srinivasan, VP of Revenue Operations at HubSpot Ali Rastiello, VP of Revenue Operations at Health Catalyst, and Tessa Whittaker, VP of Revenue Operations at ZoomInfo Together our seasoned experts cover: - Emerging RevOps trends and innovations for 2025 - Lessons learned in 2024—what worked and what didn’t - How to balance daily execution with long-term growth - Ways to drive cross-functional alignment using your tech stack - Factors that matter across the entire GTM motion This panel is packed with both tactical insights and executive-level strategy you don't want to miss! RevOps, Revenue Operations, Go-to-Market strategy, Business Growth, tech stack optimization, impact measurement, RevOps Leaders, Sales Leadership No No Breaking the sales planning VS. comp silo: How Allstate Canada drives sales performance https://podcasts.fame.so/e/x8ymrrz8-breaking-the-sales-planning-vs-comp-silo-how-allstate-canada-drives-sales-performance Breaking the sales planning VS. comp silo: How Allstate Canada drives sales performance 7 3 No No l04n22x0 Brandon Farb—named one of the Top 50 Sales Comp Leaders to Watch in 2025—joins The Sales Compensation Show to unpack what happens when Sales Planning and Compensation operate as one unified, holistic function. As the leader of both teams at Allstate Canada, Brandon shares how this (often rare) structure drives agility, trust, and real results. From shifting to quarterly planning cycles to designing segmented comp plans that actually motivate, Brandon breaks down his data-driven, field-tested approach to building better sales performance. Whether you're redesigning comp, aligning GTM strategy, or just trying to simplify your payout logic—this episode is packed with insight. Sales planning and compensation are often treated as separate functions—but that separation comes at a cost. In this episode of The Sales Compensation Show, we explore what happens when you bring both under one roof.
Our guest, Brandon Farb—Director of Sales Planning & Compensation at Allstate Canada and one of 2025’s Top 50 Sales Comp Leaders to Watch—shares how his integrated team drives alignment, agility, and frontline motivation.

We dive into why siloed planning and comp lead to misaligned goals, how to design targets, quotas, and incentives that actually work together, the role of data and rep feedback in building better plans, what sellers really need to stay motivated, and best practices for your sales cadences.

Brandon brings a deep background in underwriting, performance management, and operations—plus experience at Economical Insurance and Aviva Canada—to this conversation. His approach blends strategy, simplicity, and seller empathy in a way that’s rare—and actionable.

---- show notes----
📚 Book recommendation: Leveling Up by Ryan Leak
Connect with Brandon Farb on LinkedIn: https://www.linkedin.com/in/brandon-farb

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 05 May 2025 17:24:00 +0000 Forma.ai Forma.ai 3100 Brandon Farb—named one of the Top 50 Sales Comp Leaders to Watch in 2025—joins The Sales Compensation Show to unpack what happens when Sales Planning and Compensation operate as one unified, holistic function. As the leader of both teams at Allstate Canada, Brandon shares how this (often rare) structure drives agility, trust, and real results. From shifting to quarterly planning cycles to designing segmented comp plans that actually motivate, Brandon breaks down his data-driven, field-tested approach to building better sales performance. Whether you're redesigning comp, aligning GTM strategy, or just trying to simplify your payout logic—this episode is packed with insight. Brandon Farb—named one of the Top 50 Sales Comp Leaders to Watch in 2025—joins The Sales Compensation Show to unpack what happens when Sales Planning and Compensation operate as one unified, holistic function. As the leader of both teams at Allstate Canada, Brandon shares how this (often rare) structure drives agility, trust, and real results. From shifting to quarterly planning cycles to designing segmented comp plans that actually motivate, Brandon breaks down his data-driven, field-tested approach to building better sales performance. Whether you're redesigning comp, aligning GTM strategy, or just trying to simplify your payout logic—this episode is packed with insight. sales compensation, sales planning, revenue operations, sales leadership, revenue leadership, sales incentive design, quota setting, No No Inside Spotify's Global Sales Ops Machine: Forecasting, Compensation, and Growth at Scale https://podcasts.fame.so/e/vnw4z448-inside-spotify-s-global-sales-ops-machine-forecasting-compensation-and-growth-at-scale Inside Spotify's Global Sales Ops Machine: Forecasting, Compensation, and Growth at Scale 6 3 No No 81x7y770 Digital-first companies like Spotify thrive on data. And in the world of media and advertising, sales operations leaders must navigate shifting buyer preferences, regulatory changes, and the increasing role of AI—all while ensuring their teams are aligned for revenue success. Wade Jastremski, Head of Revenue Management & Forecasting at Spotify , sat down with us on The Sales Compensation Show to take you behind the scenes of one of the world’s most influential media platforms. From forecasting ad revenue across volatile global ad markets to building a comp structure that scales with Spotify’s ad-supported model, Wade shares how Sales Ops at Spotify balances speed, scale, and data precision. In this episode discover how Spotify triangulates forecasts with 96% accuracy, lessons from scaling Sales Ops in emerging and international markets, why Spotify centralized RevOps (and the impact), what Wade believes AI in Sales Ops actually requires as a pre-requisite, how he thinks about quota setting, and much more! Whether you're in SaaS, fintech, or media, this is a great conversation on operational excellence. Digital-first companies like Spotify thrive on data. And in the world of media and advertising, sales operations leaders have to navigate shifting buyer preferences, high-velocity sales environments, unpredictable markets, and the increasing role of AI—all while ensuring their teams are aligned for revenue success. 

In this episode, Wade Jastremski, Head of Revenue Management & Forecasting at Spotify, sits down with us to take you behind the scenes of one of the world’s most influential media platforms.

From forecasting ad revenue across volatile global ad markets to building a comp structure that scales with Spotify’s ad-supported model, Wade shares how his team balances speed, scale, and data precision. Discover how Spotify triangulates forecasts with 96% accuracy, lessons from scaling Sales Ops in emerging and international markets, why Spotify centralized RevOps (and the impact), what Wade believes AI in Sales Ops actually requires as a pre-requisite, how he thinks about quota setting, and much more!

Connect with Wade on LinkedIn here.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 21 Apr 2025 17:07:00 +0000 Forma.ai Forma.ai 2740 Digital-first companies like Spotify thrive on data. And in the world of media and advertising, sales operations leaders must navigate shifting buyer preferences, regulatory changes, and the increasing role of AI—all while ensuring their teams are aligned for revenue success. Wade Jastremski, Head of Revenue Management & Forecasting at Spotify , sat down with us on The Sales Compensation Show to take you behind the scenes of one of the world’s most influential media platforms. From forecasting ad revenue across volatile global ad markets to building a comp structure that scales with Spotify’s ad-supported model, Wade shares how Sales Ops at Spotify balances speed, scale, and data precision. In this episode discover how Spotify triangulates forecasts with 96% accuracy, lessons from scaling Sales Ops in emerging and international markets, why Spotify centralized RevOps (and the impact), what Wade believes AI in Sales Ops actually requires as a pre-requisite, how he thinks about quota setting, and much more! Whether you're in SaaS, fintech, or media, this is a great conversation on operational excellence. Digital-first companies like Spotify thrive on data. And in the world of media and advertising, sales operations leaders must navigate shifting buyer preferences, regulatory changes, and the increasing role of AI—all while ensuring their teams are aligned for revenue success. Wade Jastremski, Head of Revenue Management & Forecasting at Spotify , sat down with us on The Sales Compensation Show to take you behind the scenes of one of the world’s most influential media platforms. From forecasting ad revenue across volatile global ad markets to building a comp structure that scales with Spotify’s ad-supported model, Wade shares how Sales Ops at Spotify balances speed, scale, and data precision. In this episode discover how Spotify triangulates forecasts with 96% accuracy, lessons from scaling Sales Ops in emerging and international markets, why Spotify centralized RevOps (and the impact), what Wade believes AI in Sales Ops actually requires as a pre-requisite, how he thinks about quota setting, and much more! Whether you're in SaaS, fintech, or media, this is a great conversation on operational excellence. sales operations, Sales Ops, Revenue Operations, RevOps, revenue forecasting, sales forecasting, revenue leadership, go to market strategy, expanding into international markets, quota setting No No More data more problems? The art & analytics of data-informed comp design https://podcasts.fame.so/e/1820v6z8-more-data-more-problems-the-art-analytics-of-data-informed-comp-design More data more problems? The art & analytics of data-informed comp design 5 3 No No 209qw6v0 What does it really mean to be data-informed in sales compensation? And what does jazz have to do with sales comp? In this episode, Kenny Smith, Sales Incentive Plan Design Lead at Red Hat, shares how to structure data, balance analytics with intuition, and design comp plans that align with strategy — not just statistics. Learn how to reframe metrics, guide stakeholder discussions, and operate as a true strategic advisor in your org. Kenny Smith didn’t intentionally set out to become a top sales compensation leader. He'd originally studied music performance, wrote Visual Basic macros to automate reports, and gradually carved a career at the intersection of sales operations, analytics, and enterprise strategy.  

Today, as the Sales Incentive Plan Design Lead at Red Hat, Kenny leads global incentive design — helping align sales compensation to a fast-moving business with complex go-to-market channels and high-stakes product launches. 

And much like music, comp design, he argues, can be more improvisation than formula. It’s a balance of art and science, and most importantly, it’s not just about having the most data — it’s about harnessing and knowing what to do with it. 

In this episode of The Sales Compensation Show, Kenny breaks down his approach to building smarter, more strategic incentive plans — and why successful comp professionals often operate more like jazz musicians than spreadsheet jockeys. 

Tune in for the full chat where you'll learn: 

- Why “data-informed” can be better than purely “data-driven”
- How to validate activity metrics with cross-functional input
- Ways to navigate complexity, unpredictability, and internal bias

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Fri, 04 Apr 2025 18:04:00 +0000 Forma.ai Forma.ai 4035 What does it really mean to be data-informed in sales compensation? And what does jazz have to do with sales comp? In this episode, Kenny Smith, Sales Incentive Plan Design Lead at Red Hat, shares how to structure data, balance analytics with intuition, and design comp plans that align with strategy — not just statistics. Learn how to reframe metrics, guide stakeholder discussions, and operate as a true strategic advisor in your org. What does it really mean to be data-informed in sales compensation? And what does jazz have to do with sales comp? In this episode, Kenny Smith, Sales Incentive Plan Design Lead at Red Hat, shares how to structure data, balance analytics with intuition, and design comp plans that align with strategy — not just statistics. Learn how to reframe metrics, guide stakeholder discussions, and operate as a true strategic advisor in your org. sales compensation, sales incentives, sales analytics, sales leadership, go to market strategy, data driven sales, incentive design, data and analytics, data-informed No No Scaling Complex Sales Compensation: Brian Le's Lessons From Notion, Salesforce, and Carta https://podcasts.fame.so/e/rnkmxkqn-scaling-complex-sales-compensation-brian-le-s-lessons-from-notion-salesforce-and-carta Scaling Complex Sales Compensation: Brian Le's Lessons From Notion, Salesforce, and Carta 4 3 No No 70w7yzq0 With countless ways to configure territories, quotas, and sales incentive plans within traditional ICM systems, scaling sales performance management can often feel like a huge tradeoff. You can (seemingly) either have highly customizable plans that are technical, difficult to change, and require deep expertise—or simpler, rigid plans that sacrifice flexibility for ease of administration in legacy ICM software. Which raises a crucial question: Are the endless customization options of traditional ICM systems worth the operational burden? Or is there a better way to balance adaptability and efficiency? How is the landscape evolving for the needs of the business and sellers? In this episode, we unpack flexibility and scalability with Brian Le from Notion. How does he tackle scaling comp at organizations of various sizes? We’ll explore specialized expertise, and ways brands are approaching flexibility. Join us as we discuss how to strike the right balance between adaptability and operational efficiency. With countless ways to configure territories, quotas, and sales incentive plans within traditional ICM systems, scaling sales performance management can often feel like a huge tradeoff. 

You can (seemingly) either have highly customizable plans that are technical, difficult to change, and require deep expertise—or simpler, rigid plans that sacrifice flexibility for ease of administration in legacy ICM software.

Which raises a crucial question: Are the endless customization options of traditional ICM systems worth the operational burden? Or is there a better way to balance adaptability and efficiency? How is the landscape evolving for the needs of the business and sellers?

In this episode, we unpack flexibility and scalability with Brian Le from Notion. How does he tackle scaling comp at organizations of various sizes? We’ll explore specialized expertise, and ways brands are approaching flexibility. Join us as we discuss how to strike the right balance between adaptability and operational efficiency.

Episode resources 

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 25 Mar 2025 17:39:00 +0000 Forma.ai Forma.ai 3183 With countless ways to configure territories, quotas, and sales incentive plans within traditional ICM systems, scaling sales performance management can often feel like a huge tradeoff. You can (seemingly) either have highly customizable plans that are technical, difficult to change, and require deep expertise—or simpler, rigid plans that sacrifice flexibility for ease of administration in legacy ICM software. Which raises a crucial question: Are the endless customization options of traditional ICM systems worth the operational burden? Or is there a better way to balance adaptability and efficiency? How is the landscape evolving for the needs of the business and sellers? In this episode, we unpack flexibility and scalability with Brian Le from Notion. How does he tackle scaling comp at organizations of various sizes? We’ll explore specialized expertise, and ways brands are approaching flexibility. Join us as we discuss how to strike the right balance between adaptability and operational efficiency. With countless ways to configure territories, quotas, and sales incentive plans within traditional ICM systems, scaling sales performance management can often feel like a huge tradeoff. You can (seemingly) either have highly customizable plans that are technical, difficult to change, and require deep expertise—or simpler, rigid plans that sacrifice flexibility for ease of administration in legacy ICM software. Which raises a crucial question: Are the endless customization options of traditional ICM systems worth the operational burden? Or is there a better way to balance adaptability and efficiency? How is the landscape evolving for the needs of the business and sellers? In this episode, we unpack flexibility and scalability with Brian Le from Notion. How does he tackle scaling comp at organizations of various sizes? We’ll explore specialized expertise, and ways brands are approaching flexibility. Join us as we discuss how to strike the right balance between adaptability and operational efficiency. sales compensation, sales incentives, B2B SaaS, sales performance, sales performance management, compensation design No No Inside LinkedIn’s SalesOps playbook: Akira Mamizuka’s blueprint for cross-team alignment https://podcasts.fame.so/e/rn7y924n-inside-linkedin-s-salesops-playbook-akira-mamizuka-s-blueprint-for-cross-team-alignment Inside LinkedIn’s SalesOps playbook: Akira Mamizuka’s blueprint for cross-team alignment 3 3 No No k18m4py0 As a revenue or sales operations leader, you're tasked with enormous responsibility—ensuring every piece of the go-to-market strategy functions smoothly. The backbone of alignment, you shoulder the burden of driving efficiency, data accuracy, and forecasting, while also enabling sales teams to perform at their best. In this episode we’ll explore how Akira Mamizuka, VP of global sales operations for SaaS at LinkedIn proactively breaks down silos, improves communication to streamline GTM execution, drives revenue growth, ensuring every functional team is working toward the same objectives. Listen in for Akira's practical lessons learned for fostering collaboration and creating a unified approach to GTM success. In complex organizations where teams operate with different KPIs and priorities, fostering a culture of collaboration with stellar sales and operations planning is essential, but endlessly challenging. Few leaders understand how to meet this challenge better than Akira Mamizuka, VP of Global Sales Operations, SaaS, at LinkedIn. Overseeing a portfolio that includes LinkedIn Talent Solutions—responsible for 60% of LinkedIn’s B2B revenue—Akira has spent years fine-tuning the art of bringing cross-functional teams together.  

From scaling LinkedIn’s LATAM operations out of Brazil to leading EMEA sales ops from Ireland, he’s mastered the complexities of driving teams' strategic initiatives across geographies. Before LinkedIn, he crafted revenue and sales strategy playbooks for global enterprises at McKinsey & Company. 

In this episode, he takes us behind the scenes into how LinkedIn ensures cross-functional alignment despite its dual nature as both a consumer platform and a B2B enterprise.

Show notes:
- Akira's book recommendation: Thinking, Fast and Slow by Daniel Kahneman 

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 10 Mar 2025 19:46:00 +0000 Forma.ai Forma.ai 2562 As a revenue or sales operations leader, you're tasked with enormous responsibility—ensuring every piece of the go-to-market strategy functions smoothly. The backbone of alignment, you shoulder the burden of driving efficiency, data accuracy, and forecasting, while also enabling sales teams to perform at their best. In this episode we’ll explore how Akira Mamizuka, VP of global sales operations for SaaS at LinkedIn proactively breaks down silos, improves communication to streamline GTM execution, drives revenue growth, ensuring every functional team is working toward the same objectives. Listen in for Akira's practical lessons learned for fostering collaboration and creating a unified approach to GTM success. As a revenue or sales operations leader, you're tasked with enormous responsibility—ensuring every piece of the go-to-market strategy functions smoothly. The backbone of alignment, you shoulder the burden of driving efficiency, data accuracy, and forecasting, while also enabling sales teams to perform at their best. In this episode we’ll explore how Akira Mamizuka, VP of global sales operations for SaaS at LinkedIn proactively breaks down silos, improves communication to streamline GTM execution, drives revenue growth, ensuring every functional team is working toward the same objectives. Listen in for Akira's practical lessons learned for fostering collaboration and creating a unified approach to GTM success. No No Navigating the politics of sales compensation with Director of Sales Comp, Saxton Archer https://podcasts.fame.so/e/1n20xmmn-navigating-the-politics-of-sales-compensation-with-comp-expert-saxton-archer Navigating the politics of sales compensation with Director of Sales Comp, Saxton Archer 2 3 No No 219qlyy1 Designing impactful sales compensation plans isn’t just about the numbers—it’s about navigating the dynamics between departments and stakeholders at the highest levels. In this episode, we sit down with sales compensation expert Saxton Archer to explore how to manage the internal politics that come with collaborating with VPs, directors, and the C-suite. We'll discuss how you can ensure timely plan releases all while advocating for designs that drive sustainable success, even when leadership has differing opinions or competing priorities. Tune in to uncover actionable strategies to align objectives, influence decision-making, and create incentive plans that stick. In this second episode of season three of The Sales Compensation Show, our CEO and founder Nabeil Alazzam sat down with Saxton Archer, Director of Sales Comp at SOCi Inc, to explore how to manage the internal politics that come with collaborating among VPs and the C-suite.  

With a rich background in the tech sector, Saxton's held pivotal compensation roles at leading companies, like Stripe, Twilio, Collibra, and more, and we think you'll get a ton from his deep expertise as a long-time practitioner in the space. 

In this episode he shares how you can ensure timely plan releases all while advocating for designs that drive sustainable success—even when leadership has differing opinions or competing priorities. 

Episode resources

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 24 Feb 2025 17:06:00 +0000 Forma.ai Forma.ai 2787 Designing impactful sales compensation plans isn’t just about the numbers—it’s about navigating the dynamics between departments and stakeholders at the highest levels. In this episode, we sit down with sales compensation expert Saxton Archer to explore how to manage the internal politics that come with collaborating with VPs, directors, and the C-suite. We'll discuss how you can ensure timely plan releases all while advocating for designs that drive sustainable success, even when leadership has differing opinions or competing priorities. Tune in to uncover actionable strategies to align objectives, influence decision-making, and create incentive plans that stick. Designing impactful sales compensation plans isn’t just about the numbers—it’s about navigating the dynamics between departments and stakeholders at the highest levels. In this episode, we sit down with sales compensation expert Saxton Archer to explore how to manage the internal politics that come with collaborating with VPs, directors, and the C-suite. We'll discuss how you can ensure timely plan releases all while advocating for designs that drive sustainable success, even when leadership has differing opinions or competing priorities. Tune in to uncover actionable strategies to align objectives, influence decision-making, and create incentive plans that stick. sales compensation, sales incentives, sales performance management, sales performance, sales strategy, sales leadership, go to market strategy, stakeholder management, B2B sales No No Revenue forecasting in unpredictable times with Tana Jackson, VP of Operations at Upright Labs https://podcasts.fame.so/e/mn4xrq7n-forecasting-in-unpredictable-times-with-tana-jackson Revenue forecasting in unpredictable times with Tana Jackson, VP of Operations at Upright Labs 1 3 No No x06lp2j0 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. Accurate forecasting and strategic planning aren’t just nice to have—they’re mission-critical for achieving growth targets and staying ahead of market shifts.

In this episode of The Sales Compensation Show, Nabeil Alazzam sits down with Tana Jackson, an accomplished global revenue operations leader with over 18 years of experience in go-to-market strategy, sales operations, and business transformation. Currently VP of Operations at Upright Labs, Tana has a proven track record of aligning cross-functional teams and driving sustainable revenue growth.

Tana shares her expertise on:
  • Best practices for improving collaboration between sales, finance, and RevOps
  • How to move beyond gut-feel predictions and implement data-driven forecasting strategies
  • The importance of building change-management into daily operations and communications as a leader
  • Exactly what it looks like to stay vigilant about data integrity in practice
  • Which data hygiene red flags you need to watch out for as the ultimate gate keeper

If your organization wants to fine-tune your forecasting processes, this episode is packed with insights you won’t want to miss!

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Mon, 10 Feb 2025 16:45:00 +0000 Forma.ai Forma.ai 3035 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 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. sales performance management, revenue operations, revenue leaders, RevOps, sales performance, data hygiene, sales process, predictable revenue, sales forecasts, sales forecasting, revenue predictability, strategic planning, No No Uniting Sales Compensation and Go-to-Market Strategies with Alex Gousinov of Twilio https://podcasts.fame.so/e/q80q45mn-uniting-sales-compensation Uniting Sales Compensation and Go-to-Market Strategies with Alex Gousinov of Twilio 12 2 No No p0kpm5k1 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. 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
]]> Thu, 20 Jun 2024 14:59:00 +0000 Forma.ai Forma.ai 2781 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 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. Sales Compensation, Go-to-Market Strategy, Sales Behavior, Data-Driven Approach, Sales Comp Planning, Change Management, Analytics, Stakeholder Collaboration, Sales Incentives, Career Development, Business Objectives, Sales Strategy, Plan Design, Communication Strategies, Real-Time Dashboards No No Leading Sales Comp Transformation in the Era of Digital Disruption with Christina Straggas, Head of Global Sales Compensation at Equinix https://podcasts.fame.so/e/2n613118-leading-sales-comp-transformation Leading Sales Comp Transformation in the Era of Digital Disruption with Christina Straggas, Head of Global Sales Compensation at Equinix 11 2 No No j022x220 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. 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
]]> Tue, 04 Jun 2024 11:00:00 +0000 Forma.ai Forma.ai 2726 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 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. Nabeil Alazzam, Christina Straggas, Sales Compensation, Equinix, AWS, AT&T, Go-to-Market Strategy, Partnerships, Team Management, Digital Transformation, Strategic Planning, Change Management, Transparency, Communication, Plan Changes, AI and Machine Learning, Predictive Insights, Sales Comp Testing, Upskilling Teams, Data Insights, Real-World Examples, Practical Guidance, Future Predictions, Sales Compensation Strategy, Personalization in Sales Comp No No Simplicity and Consistency in Sales Compensation with Pauline Xu, Sales Comp Leader at Unity Technologies https://podcasts.fame.so/e/xn14lxm8-simplicity-consistency-in-sales-compensation Simplicity and Consistency in Sales Compensation with Pauline Xu, Sales Comp Leader at Unity Technologies 10 2 No No 703pvjk1 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! 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
]]> Tue, 14 May 2024 11:00:00 +0000 Forma.ai Forma.ai 2490 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! 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! Sales Compensation, Nabeil Alazzam, Pauline Xu, Unity Technologies, Flexport, Financial Planning, Operational Excellence, Sales Strategy, Sales Comp Best Practices, Effective Sales Compensation Plans, Business Acumen, Data-Driven Sales, Compensation Plan Rollouts, Sales Leadership, Sales Compensation Design, Crediting Rules in Sales Comp, Sales Comp FAQ Document, Aligning Sales and Compensation, Simplifying Sales Comp Plans, Trend Spotting in Sales Data No No Revolutionizing Global Sales Compensation: Lessons from Siemens' Head of Sales Comp Center of Excellence https://podcasts.fame.so/e/xn14xxx8-revolutionizing-global-sales-compensation Revolutionizing Global Sales Compensation: Lessons from Siemens' Head of Sales Comp Center of Excellence 9 2 No No 703pjjj1 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 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
]]> Tue, 30 Apr 2024 11:00:00 +0000 Forma.ai Forma.ai 2811 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. 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. latest trends, insights, innovative solutions, sales performance management, Don Hubbartt, Siemens, sales incentive, WorldatWork, Chicago Compensation Association, incentive design, governance, industry best practices, sales role, sales strategies, global sales compensation center of excellence, consistency, simplification, automation, sales team No No Cracking the Code on Modern Sales Comp: A Masterclass with Dal Sidhu of Zoom https://podcasts.fame.so/e/5nz9r5m8-sales-incentive-alignment Cracking the Code on Modern Sales Comp: A Masterclass with Dal Sidhu of Zoom 8 2 No No 80zk4qm1 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 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
]]> Tue, 09 Apr 2024 15:59:00 +0000 Forma.ai Forma.ai 1773 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 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. sales compensation, sales, incentive, enterprise performance management, data-driven, Dal Sidhu, Zoom, SaaS models, on-premise, sales comp space, challenges, opportunities, simplicity, automation, aligned motivations, compensation design, valuable insights, practical advice, business operations, high-tech industry, large and mid-size companies, trusted advisor, thought leader, well-earned experience, developing, implementing, creative solutions, problems, problem solver, end-to-end sales compensation experience, sales and service resources No No How Sales Compensation Drives Performance with Josh Miller, Head of Sales Compensation at CVS Health https://podcasts.fame.so/e/x8ykq1q8-how-sales-compensation-drives-performance How Sales Compensation Drives Performance with Josh Miller, Head of Sales Compensation at CVS Health 7 2 No No l04z8l80 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 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
]]> Tue, 13 Feb 2024 12:00:00 +0000 Forma.ai Forma.ai 2952 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 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 Sales Compensation, sales, incentive, enterprise, performance, management, data-driven, Josh Miller, CVS Health, business, building relationships, sales compensation design, sales professionals, strategy, design, budgeting, quotas, technology, sales operations, software, telecommunication, insurance, financial services, healthcare, Aetna, Time Warner No No Navigating the Complexities of Sales Compensation: Expert Insights from Kat Walenty of HubSpot https://podcasts.fame.so/e/1823plkn-navigating-the-complexities-of-sales-compensation Navigating the Complexities of Sales Compensation: Expert Insights from Kat Walenty of HubSpot 6 2 No No 209zmkx1 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 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
]]> Tue, 30 Jan 2024 12:00:00 +0000 Forma.ai Forma.ai 2884 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 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. Sales compensation, sales, incentive, enterprise performance management, data-driven, HubSpot, Kathryn Walenty, compensation, challenges, insights, predictions, human resource leader, mid-sized, growth mode, Lewis Advertising, No No The Evolution of Sales Compensation: Expert Insights from John Waldron of PepsiCo https://podcasts.fame.so/e/rnk02rp8-the-evolution-of-sales-compensation The Evolution of Sales Compensation: Expert Insights from John Waldron of PepsiCo 5 2 No No 70wprnl1 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. 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
]]> Tue, 16 Jan 2024 12:00:00 +0000 Forma.ai Forma.ai 3206 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. 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. Sales compensation, No No Transparency and Trust in Sales Compensation Success with Bethany Rucker, Director of Sales Operations https://podcasts.fame.so/e/286424x8-transparency-and-trust-in-sales-compensation Transparency and Trust in Sales Compensation Success with Bethany Rucker, Director of Sales Operations 4 2 No No j12zkzq1 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. 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
]]> Wed, 03 Jan 2024 12:00:00 +0000 Forma.ai Forma.ai 2790 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. 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. Sales, Compensation, incentives, enterprise, performance, management, data-driven, importance, transparency, trust, fairness, sales operations, clear communication, data prioritization, empathy, sales organization, challenges, quotas, Microsoft, high-performing, sellers, MSUS subsidiary, career, Finance, T-Mobile, Wells Fargo Investments No No The Role of Sales Compensation in Driving Business Growth with Stephen Long, Head of Global Sales Compensation at Blue Yonder https://podcasts.fame.so/e/58zj9xz8-sales-compensation-in-driving-business-growth The Role of Sales Compensation in Driving Business Growth with Stephen Long, Head of Global Sales Compensation at Blue Yonder 3 2 No No 81zvk7l1 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. 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
]]> Tue, 24 Oct 2023 11:00:00 +0000 Forma.ai Forma.ai 2811 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. 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. Sales compensation, sales, compensation, Stephen Long, Blue Yonder, sales comp, business, business growth, growth, end-to-end involvement, sales comp team, design, implementation, go-to-market strategy No No Communicating the Sales Compensation Plan with Leo Rocha, Head of Incentive Design & Governance at Moody's Analytics https://podcasts.fame.so/e/5nzj4v6n-effectively-communicating-sales-comp-plans Communicating the Sales Compensation Plan with Leo Rocha, Head of Incentive Design & Governance at Moody's Analytics 2 2 No No 80zv6920 On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by Leo Rocha, Head of Incentive Design & Governance at Moody's Analytics to explore the best practices for communicating your sales compensation plan, the importance of securing buy-in from key stakeholders in the organization, and more. On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by Leo Rocha, Head of Incentive Design & Governance at Moody's Analytics to explore the best practices for communicating your sales compensation plan, the importance of securing buy-in from key stakeholders in the organization, and more.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 03 Oct 2023 11:00:00 +0000 Forma.ai Forma.ai 3430 On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by Leo Rocha, Head of Incentive Design & Governance at Moody's Analytics to explore the best practices for communicating your sales compensation plan, the importance of securing buy-in from key stakeholders in the organization, and more. On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by Leo Rocha, Head of Incentive Design & Governance at Moody's Analytics to explore the best practices for communicating your sales compensation plan, the importance of securing buy-in from key stakeholders in the organization, and more. Sales compensation, Leo Rocha, Moody's Analytics, effective communication, impact of sales comp, business results, value, sales comp professionals, trust and communication, sales team, incentive compensation, banking, global tech companies, auto, tech, financial services business, profound expertise, impact of incentives, human behavior, multiple domains, potential, powerful catalysts, driving individual, overall business performance, IBM, Analyst of Incentive and Commissions, exceptional prowess and dedication, corporate ladder, attain, Financial Consolidation, Global Sales Incentive No No Optimizing the Seller Experience With Sales Compensation with Senior Director at Genesys https://podcasts.fame.so/e/489v33ln-aligning-sales-planning-and-compensation Optimizing the Seller Experience With Sales Compensation with Senior Director at Genesys 3 2 No No v17522j1 On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by John Capin, Senior Director of Strategy, Planning & Rewards at Genesys to discuss his experience moving from the sales floor to an operations role, his involvement with sales compensation, and more. On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by John Capin, Senior Director of Strategy, Planning & Rewards at Genesys to discuss his experience moving from the sales floor to an operations role, his involvement with sales compensation, and more.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Thu, 21 Sep 2023 13:00:00 +0000 Forma.ai Forma.ai 2314 On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by John Capin, Senior Director of Strategy, Planning & Rewards at Genesys to discuss his experience moving from the sales floor to an operations role, his involvement with sales compensation, and more. On this episode of The Sales Compensation Show, Nabeil Alazzam is joined by John Capin, Senior Director of Strategy, Planning & Rewards at Genesys to discuss his experience moving from the sales floor to an operations role, his involvement with sales compensation, and more. Sales Compensation, John Capin, Strategy, Planning, Rewards, Genesys, challenges, sales planning, compensation, well-designed plans, sales, motivation, sales comp, GTM strategy, setting process No No Season 1 Highlights Episode - 7 Thought Leaders Share Their Insights on Sales Compensation https://podcasts.fame.so/e/68rzx078-season-1-highlights Season 1 Highlights Episode - 7 Thought Leaders Share Their Insights on Sales Compensation 14 1 No No 80542nr1 Welcome to this special episode of the Sales Compensation Show. On 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. Welcome to this special episode of the Sales Compensation Show. On 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.

Let’s meet our seven guests on today’s show:

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 20 Jun 2023 11:00:00 +0000 FORMA.AI FORMA.AI 2207 Welcome to this special episode of the Sales Compensation Show. On 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. Welcome to this special episode of the Sales Compensation Show. On 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. Special episode, Look back, Joy, Pride, Completing, First season, Highly successful, Journey, Participation, Audience base, Success, Continued support, Forma.ai Season 2, Bigger and better, Season finale, Hand-picked insights, Seven guests, Holistic view, Sales compensation, Strategies, Challenges, Solutions, Beyond the horizon No No Optimizing Sales Compensation Programs with Vince DaCosta, Director, Global Sales Compensation at Databricks https://podcasts.fame.so/e/1n22q1qn-Vincent-DaCosta-optimizing-salescomp-programs Optimizing Sales Compensation Programs with Vince DaCosta, Director, Global Sales Compensation at Databricks 13 1 No No 21945p50 On this episode of The Sales Compensation Show, Justin Lane is joined by Vince DaCosta, Director, Global Sales Compensation Strategy, Operations & Systems at Databricks to discuss the best practices and challenges of optimizing your sales compensation program, and the intricacies of sales compensation management, data quality, and business operations. On this episode of The Sales Compensation Show, Justin Lane is joined by Vince DaCosta, Director, Global Sales Compensation Strategy, Operations & Systems at Databricks to discuss the best practices and challenges of optimizing your sales compensation program, and the intricacies of sales compensation management, data quality, and business operations.

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 06 Jun 2023 11:00:00 +0000 FORMA.AI FORMA.AI 2392 On this episode of The Sales Compensation Show, Justin Lane is joined by Vince DaCosta, Director, Global Sales Compensation Strategy, Operations & Systems at Databricks to discuss the best practices and challenges of optimizing your sales compensation program, and the intricacies of sales compensation management, data quality, and business operations. On this episode of The Sales Compensation Show, Justin Lane is joined by Vince DaCosta, Director, Global Sales Compensation Strategy, Operations & Systems at Databricks to discuss the best practices and challenges of optimizing your sales compensation program, and the intricacies of sales compensation management, data quality, and business operations. Vince DaCosta, Global Sales Compensation Strategy, Operations, Systems, Data Bricks, Complexity, Sales compensation management, Data quality, Business operations, Best practices, Assessing, Improving, Collaboration, Continuous improvement, Quality data, Strategic projects, Sales performance initiatives, Multiple industries, Annual budget, Remote Sales Compensation, Operations teams No No The Playbook for Sales Compensation Planning, Implementation, and Monitoring with Maria Oczko Canant, Head of Global Sales Planning at Workiva https://podcasts.fame.so/e/xn1v4m78-sales-compensation-planning-implementation-monitoring The Playbook for Sales Compensation Planning, Implementation, and Monitoring with Maria Oczko Canant, Head of Global Sales Planning at Workiva 12 1 No No 7034pky1 On this episode of The Sales Compensation Show, Justin Lane is joined by Maria Oczko Canant, Head of Global Sales Planning at Workiva to explores a wide range of topics that pivot around key aspects of sales performance, including designing, implementing, and monitoring sales compensation plans. On this episode of The Sales Compensation Show, Justin Lane is joined by Maria Oczko Canant, Head of Global Sales Planning at Workiva to explores a wide range of topics that pivot around key aspects of sales performance, including designing, implementing, and monitoring sales compensation plans.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 23 May 2023 12:00:00 +0000 FORMA.AI FORMA.AI 2558 On this episode of The Sales Compensation Show, Justin Lane is joined by Maria Oczko Canant, Head of Global Sales Planning at Workiva to explores a wide range of topics that pivot around key aspects of sales performance, including designing, implementing, and monitoring sales compensation plans. On this episode of The Sales Compensation Show, Justin Lane is joined by Maria Oczko Canant, Head of Global Sales Planning at Workiva to explores a wide range of topics that pivot around key aspects of sales performance, including designing, implementing, and monitoring sales compensation plans. Maria Oczko Canant, Workiva, Sales compensation, Designing, Implementing, Monitoring, Sales compensation plans, Marketing goals, Sales compensation administration, Sales performance, Compensation management, Automate, Optimize, Complex sales compensation programs, Sales compensation plans, Sales compensation processes, Increasing sales performance, Decreasing cost of sales No No Aligning Sales Compensation with Corporate Goals with Shiv Walia, Senior Manager of Global Sales Compensation at Mindbody https://podcasts.fame.so/e/xn1vr9l8-how-to-align-sales-compensation Aligning Sales Compensation with Corporate Goals with Shiv Walia, Senior Manager of Global Sales Compensation at Mindbody 11 1 No No 7034z8v1 On this episode of The Sales Compensation Show, Justin Lane is joined by Shiv Walia, Senior Manager of Global Sales Compensation and Sales Operation Manager at Mindbody to explore the shift to individualized incentive plans, the importance of tracking the ROI of your sales compensation plan, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Shiv Walia, Senior Manager of Global Sales Compensation and Sales Operation Manager at Mindbody to explore the shift to individualized incentive plans, the importance of tracking the ROI of your sales compensation plan, and more.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 09 May 2023 11:00:00 +0000 FORMA.AI FORMA.AI 2278 On this episode of The Sales Compensation Show, Justin Lane is joined by Shiv Walia, Senior Manager of Global Sales Compensation and Sales Operation Manager at Mindbody to explore the shift to individualized incentive plans, the importance of tracking the ROI of your sales compensation plan, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Shiv Walia, Senior Manager of Global Sales Compensation and Sales Operation Manager at Mindbody to explore the shift to individualized incentive plans, the importance of tracking the ROI of your sales compensation plan, and more. Shiv Walia, Global Sales Compensation, Sales Operation Manager, Mindbody, sales compensation plans, corporate goals, future trends, sales compensation management, metrics, evaluating results, decade's experience, wellness, SaaS, computer technology, sales strategy planning, compensation, productivity, capacity planning, data analysis, GTM planning. No No The Hot Hand Phenomenon in Sales with Nick Lee, Ph.D., Professor at Warwick Business School https://podcasts.fame.so/e/48900zrn-the-hot-hand-phenomenon-in-sales-with-nick-lee-ph-d-professor-at-warwick-business-school The Hot Hand Phenomenon in Sales with Nick Lee, Ph.D., Professor at Warwick Business School 10 1 No No v1744kp0 On this episode of The Sales Compensation Show, Justin Lane is joined by Nick Lee, Ph.D., Professor at Warwick Business School to explore a wide range of cutting-edge studies that impact sales compensation, share insights from his study on the hot hand phenomenon in sales, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Nick Lee, Ph.D., Professor at Warwick Business School to explore a wide range of cutting-edge studies that impact sales compensation, share insights from his study on the hot hand phenomenon in sales, and more.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 25 Apr 2023 11:00:00 +0000 FORMA.AI FORMA.AI 3260 On this episode of The Sales Compensation Show, Justin Lane is joined by Nick Lee, Ph.D., Professor at Warwick Business School to explore a wide range of cutting-edge studies that impact sales compensation, share insights from his study on the hot hand phenomenon in sales, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Nick Lee, Ph.D., Professor at Warwick Business School to explore a wide range of cutting-edge studies that impact sales compensation, share insights from his study on the hot hand phenomenon in sales, and more. The Sales Compensation Show, Nick Lee, Professor, Warwick Business School, Justin Lane, cutting-edge studies, sales, compensation, incentive planning, hot hand, selling, team performance, MBA, executive, doctoral students, marketing, research methods, Datamind London, honorary fellow, Association of Professional Sales No No The Truth Behind Best Practices in Sales Compensation with Christopher Goff, Senior Director at Labcorp https://podcasts.fame.so/e/08jzqlr8-key-insights-on-best-practices-in-sales-compensation-with-christopher-goff-founder-author-and-speaker-at-sales-comp-guy The Truth Behind Best Practices in Sales Compensation with Christopher Goff, Senior Director at Labcorp 9 1 No No 41pkxrv0 On this episode of The Sales Compensation Show, Justin Lane is joined by Christopher Goff, Senior Director of Sales Compensation at Labcorp to discuss why some common sales compensation practices aren’t best practices, the importance of pay transparency at companies, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Christopher Goff, Senior Director of Sales Compensation at Labcorp to discuss why some common sales compensation practices aren’t best practices, the importance of pay transparency at companies, and more.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 11 Apr 2023 11:00:00 +0000 FORMA.AI FORMA.AI 2673 On this episode of The Sales Compensation Show, Justin Lane is joined by Christopher Goff, Senior Director of Sales Compensation at Labcorp to discuss why some common sales compensation practices aren’t best practices, the importance of pay transparency at companies, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Christopher Goff, Senior Director of Sales Compensation at Labcorp to discuss why some common sales compensation practices aren’t best practices, the importance of pay transparency at companies, and more. Sales compensation practices, Best practices, Salary transparency, Role of sales compensation, Compensation structure, Median performers, Top performers, Certified Compensation Professional, Sales operation, Quota Setting, Salary structures development, Sales compensation design No No Managing the Effects of Sales Compensation Plan Decisions with Matthew Flotard, Head of Strategic Sales at Celonis https://podcasts.fame.so/e/vnw6mj48-why-it-s-time-to-pivot-from-tcv-to-acv-in-sales-compensation-with-matthew-flotard-global-finance-head-of-strategic-sales-at-celonis Managing the Effects of Sales Compensation Plan Decisions with Matthew Flotard, Head of Strategic Sales at Celonis 8 1 No No 81xp4v71 On this episode of The Sales Compensation Show, Justin Lane is joined by Matthew Flotard, Global Finance Head of Strategic Sales at Celonis to discuss the effects of your sales compensation design and execution processes, how to communicate the plan, lessons learned throughout his career, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Matthew Flotard, Global Finance Head of Strategic Sales at Celonis to discuss the effects of your sales compensation design and execution processes, how to communicate the plan, lessons learned throughout his career, and more.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 28 Mar 2023 11:00:00 +0000 FORMA.AI FORMA.AI 2380 On this episode of The Sales Compensation Show, Justin Lane is joined by Matthew Flotard, Global Finance Head of Strategic Sales at Celonis to discuss the effects of your sales compensation design and execution processes, how to communicate the plan, lessons learned throughout his career, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Matthew Flotard, Global Finance Head of Strategic Sales at Celonis to discuss the effects of your sales compensation design and execution processes, how to communicate the plan, lessons learned throughout his career, and more. Sales Compensation, Matthew Flotard, Celonis, fix inefficiencies, strategic leader, building partnership, sales compensation analyst, best practices, TCV, ACV, toolkits No No Best Practices for Improving Sales Performance with Bettina Kaemmerer, Founder of Bee-Comp https://podcasts.fame.so/e/m843kw3n-here-s-why-your-salespeople-aren-t-performing-with-bettina-kaemmerer-sales-comp-expert-and-founder-of-bee-comp Best Practices for Improving Sales Performance with Bettina Kaemmerer, Founder of Bee-Comp 7 1 No No x168wv81 On this episode of The Sales Compensation Show, Justin Lane is joined by Bettina Kaemmerer, Sales Compensation Expert and Founder of Bee-Comp to discuss why your sales team isn’t performing, paying your salespeople for how they do their job, and the application of technology in sales compensation. On this episode of The Sales Compensation Show, Justin Lane is joined by Bettina Kaemmerer, Sales Compensation Expert and Founder of Bee-Comp to discuss why your sales team isn’t performing, paying your salespeople for how they do their job, and the application of technology in sales compensation.

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 14 Mar 2023 11:00:00 +0000 FORMA.AI FORMA.AI 2113 On this episode of The Sales Compensation Show, Justin Lane is joined by Bettina Kaemmerer, Sales Compensation Expert and Founder of Bee-Comp to discuss why your sales team isn’t performing, paying your salespeople for how they do their job, and the application of technology in sales compensation. On this episode of The Sales Compensation Show, Justin Lane is joined by Bettina Kaemmerer, Sales Compensation Expert and Founder of Bee-Comp to discuss why your sales team isn’t performing, paying your salespeople for how they do their job, and the application of technology in sales compensation. Bettina Kaemmerer, The Sales Compensation Show, Bee-Comp, sales compensation, performance, sales incentive, advisor, sales compensation design, operation, performance improvement, team leadership, change management, project management, integrations, go-to-market coverage models, forecasting, business analysis, streamlined process administration, Sales Compensation Plan Design, company strategy, different countries, front-row seat function, applying technology, matching talent, position. No No Skyrocketing Your Business Goals with Mark Donnolo, Founder, CEO, and Managing Partner of SalesGlobe https://podcasts.fame.so/e/4n905rv8-skyrocketing-your-business-goals-with-mark-donnolo-founder-ceo-and-managing-partner-of-salesglobe Skyrocketing Your Business Goals with Mark Donnolo, Founder, CEO, and Managing Partner of SalesGlobe 6 1 No No v0748p51 On this episode of The Sales Compensation Show, Justin Lane is joined by Mark Donnolo, Founder, CEO, and Managing Partner of SalesGlobe to discuss connecting strategy to sales compensation, streamlining the process, incentivizing salespeople to influence sales within their control, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Mark Donnolo, Founder, CEO, and Managing Partner of SalesGlobe to discuss connecting strategy to sales compensation, streamlining the process, incentivizing salespeople to influence sales within their control, and more.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 28 Feb 2023 12:00:00 +0000 FORMA.AI FORMA.AI 2563 On this episode of The Sales Compensation Show, Justin Lane is joined by Mark Donnolo, Founder, CEO, and Managing Partner of SalesGlobe to discuss connecting strategy to sales compensation, streamlining the process, incentivizing salespeople to influence sales within their control, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Mark Donnolo, Founder, CEO, and Managing Partner of SalesGlobe to discuss connecting strategy to sales compensation, streamlining the process, incentivizing salespeople to influence sales within their control, and more. Sales effectiveness consulting, Innovation firm, Revenue growth, Sales challenges, Data-driven, Creative problem-solving, Sales and marketing topics, The Innovative Sale, Quotas No No Accelerating Growth with Sales Performance Management with Robert Bieshaar, Senior Director at Autodesk https://podcasts.fame.so/e/r87qkjw8-sales-performance-management-how-to-develop-an-effective-program Accelerating Growth with Sales Performance Management with Robert Bieshaar, Senior Director at Autodesk 5 1 No No k08xq6k0 On this episode of The Sales Compensation Show, Justin Lane is joined by Robert Bieshaar, Sr. Dir. of Worldwide Incentive Compensation at Autodesk to discuss the evolution of sales compensation and the guidelines for designing an effective sales performance management plan that accelerates growth. On this episode of The Sales Compensation Show, Justin Lane is joined by Robert Bieshaar, Sr. Dir. of Worldwide Incentive Compensation at Autodesk to discuss the evolution of sales compensation and the guidelines for designing an effective sales performance management plan that accelerates growth.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 14 Feb 2023 12:00:00 +0000 FORMA.AI FORMA.AI 1538 On this episode of The Sales Compensation Show, Justin Lane is joined by Robert Bieshaar, Sr. Dir. of Worldwide Incentive Compensation at Autodesk to discuss the evolution of sales compensation and the guidelines for designing an effective sales performance management plan that accelerates growth. On this episode of The Sales Compensation Show, Justin Lane is joined by Robert Bieshaar, Sr. Dir. of Worldwide Incentive Compensation at Autodesk to discuss the evolution of sales compensation and the guidelines for designing an effective sales performance management plan that accelerates growth. Compensation, Autodesk, Sales Performance Management Plan No No A New Perspective on Sales Compensation with Samantha Jozwik, Sales Comp & Analytics Manager at Intermedia https://podcasts.fame.so/e/183pr6zn-data-driven-sales-comp-the-importance-of-data-in-incentive-plan-design A New Perspective on Sales Compensation with Samantha Jozwik, Sales Comp & Analytics Manager at Intermedia 4 1 No No m0jl3760 On this episode of The Sales Compensation Show, Justin Lane is joined by Samantha Jozwik, Sales Compensation & Analytics Manager at Intermedia Cloud Communications to share her thoughts on data-driven sales compensation strategies, the importance of data in incentive plan design, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Samantha Jozwik, Sales Compensation & Analytics Manager at Intermedia Cloud Communications to share her thoughts on data-driven sales compensation strategies, the importance of data in incentive plan design, and more.
The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 31 Jan 2023 12:00:00 +0000 FORMA.AI FORMA.AI 2263 On this episode of The Sales Compensation Show, Justin Lane is joined by Samantha Jozwik, Sales Compensation & Analytics Manager at Intermedia Cloud Communications to share her thoughts on data-driven sales compensation strategies, the importance of data in incentive plan design, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Samantha Jozwik, Sales Compensation & Analytics Manager at Intermedia Cloud Communications to share her thoughts on data-driven sales compensation strategies, the importance of data in incentive plan design, and more. sales compensation plan, compensation plans, compensation strategies, compensation No No Empowering Your Sales Team with Donya Rose, Managing Principal of The Cygnal Group https://podcasts.fame.so/e/28xq63jn-sales-management-how-to-improve-your-sales-team-s-performance Empowering Your Sales Team with Donya Rose, Managing Principal of The Cygnal Group 3 1 No No 60m3v4p0 On this episode of The Sales Compensation Show, Justin Lane is joined by Donya Rose, Managing Principal at The Cygnal Group to share her thoughts on sales compensation management, motivating sales reps, and best practices for designing a sales compensation plan that drives results. On this episode of The Sales Compensation Show, Justin Lane is joined by Donya Rose, Managing Principal at The Cygnal Group to share her thoughts on sales compensation management, motivating sales reps, and best practices for designing a sales compensation plan that drives results.

The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 10 Jan 2023 14:43:00 +0000 FORMA.AI FORMA.AI 2557 On this episode of The Sales Compensation Show, Justin Lane is joined by Donya Rose, Managing Principal at The Cygnal Group to share her thoughts on sales compensation management, motivating sales reps, and best practices for designing a sales compensation plan that drives results. On this episode of The Sales Compensation Show, Justin Lane is joined by Donya Rose, Managing Principal at The Cygnal Group to share her thoughts on sales compensation management, motivating sales reps, and best practices for designing a sales compensation plan that drives results. Compensation plan, Methods, Business success, Benefits No No Developing a Data-Driven Sales Compensation Process with Paul Reiman, Founder of Novo Insights https://podcasts.fame.so/e/p8mk16k8-improving-the-sales-comp-process-challenges-and-approaches Developing a Data-Driven Sales Compensation Process with Paul Reiman, Founder of Novo Insights 2 1 No No 70v6zp60 On this episode of The Sales Compensation Show, Justin Lane is joined by Paul Reiman, Founder, and Managing Partner at Novo Insights LLC to discuss the challenges and approaches of developing a data-driven sales compensation process, the metrics that should be used to design your plan, the inspiration for his new company, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Paul Reiman, Founder, and Managing Partner at Novo Insights LLC to discuss the challenges and approaches of developing a data-driven sales compensation process, the metrics that should be used to design your plan, the inspiration for his new company, and more.


The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 10 Jan 2023 14:33:00 +0000 FORMA.AI FORMA.AI 2021 On this episode of The Sales Compensation Show, Justin Lane is joined by Paul Reiman, Founder, and Managing Partner at Novo Insights LLC to discuss the challenges and approaches of developing a data-driven sales compensation process, the metrics that should be used to design your plan, the inspiration for his new company, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Paul Reiman, Founder, and Managing Partner at Novo Insights LLC to discuss the challenges and approaches of developing a data-driven sales compensation process, the metrics that should be used to design your plan, the inspiration for his new company, and more. Efficient Growth, Sales compensation, Metrics, Salespeople No No The Future of Sales Compensation with Nabeil Alazzam, Founder & CEO of Forma.ai https://podcasts.fame.so/e/r8k1xq28-the-role-of-a-good-sales-compensation-plan-in-enhancing-sales-team-performance-with-nabeil-alazzam-founder-and-ceo-of-forma-ai The Future of Sales Compensation with Nabeil Alazzam, Founder & CEO of Forma.ai 1 1 No No 71w5yqr1 On this episode of The Sales Compensation Show, Justin Lane is joined by Nabeil Alazzam, Founder & CEO of Forma.ai to discuss the Forma.ai story, the importance of individualized incentive plans, the future of sales compensation, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Nabeil Alazzam, Founder & CEO of Forma.ai to discuss the Forma.ai story, the importance of individualized incentive plans, the future of sales compensation, and more.



The Sales Compensation Show is handcrafted by our friends over at: fame.so
]]> Tue, 10 Jan 2023 12:16:00 +0000 FORMA.AI FORMA.AI 3018 On this episode of The Sales Compensation Show, Justin Lane is joined by Nabeil Alazzam, Founder & CEO of Forma.ai to discuss the Forma.ai story, the importance of individualized incentive plans, the future of sales compensation, and more. On this episode of The Sales Compensation Show, Justin Lane is joined by Nabeil Alazzam, Founder & CEO of Forma.ai to discuss the Forma.ai story, the importance of individualized incentive plans, the future of sales compensation, and more. No No