We hosted an AMA (ask me anything) with sales compensation leader, Rachel Parrinello from the Alexander Group, and Matt Haller of CaptivateIQ, as they discuss the state of sales comp, and answer some of the audience's toughest comp planning questions.
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 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 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.
Amid the Great Resignation, it’s inevitable that every organization has employee turnover — but what about when your key commission admin talent leaves? What do you do?
How motivated are your sales reps? Activating rep productivity doesn't always come down to the "right" compensation plan, but it can certainly help. Listen to two SPM veterans Matt Haller, Partnerships Manager at CaptivateIQ, and Jeff Ignacio, Sales Operations Lead at Amazon Web Services, discuss incentive compensation.