What you'll learn

  • Best practices for designing a comp plan & incentives, and how this has shifted since COVID.
  • Factors and approaches to consider when designing quotas and comp plans.
  • How to leverage incentives when multiple teams are involved in closing a deal.


Rachel Parrinello
Principal - Sales Compensation Practice, The Alexander Group

Rachel is a sales compensation practice leader with 20+ years of experience delivering sales job, sales compensation program, and quota expertise. She is a frequent speaker and author on sales compensation topics.

Matt Haller
Partnerships Manager, CaptivateIQ

Matt is the Partnerships Lead at CaptivateIQ. Prior to CaptivateIQ, he was a management consultant at Deloitte and the Alexander Group, where he designed over $6 Billion in incentive programs.