The Future of Sales Compensation

Written by two of the world's leading sales compensation experts, ZS Principals Chad Albrecht and Steve Marley, The Future of Sales Compensation unveils forward-looking insights about what best-in-class sales incentives programs might look like in the years ahead. Each chapter contains new frameworks, new stories, and new ways to think about sales comp, including never-before-seen ideas on topics such as:
- Why the intrinsic versus extrinsic incentives argument is not an either-or debate

- How to introduce an innovative new sales compensation plan while continuing to engage and motivate top performers

- Why predictive analytics will revolutionize the way you design and administer your plans

- How to understand and motivate different types of salespeople, including Millennials, and why the one-size-fits-all approach may be on the decline

- How to leverage technological advances and drive superior performance within your sales force

- And more

Also included are exclusive interviews with sales and sales compensation leaders from companies such as US Foods, CareerBuilder, Google, and Microsoft who share perspectives about the state of comp affairs at their organizations and what the future may hold.

Chad Albrecht is a Principal at ZS Associates in Chicago, Illinois, and is a leader in the firm's Sales Compensation Practice Area. Chad, a Certified Sales Compensation Professional (CSCP), has nearly 20 years of consulting experience with Hewitt Associates and ZS. During that time, he has consulted with clients to create and implement motivational sales incentive plans and to set fair and challenging sales quotas. Chad has worked with clients in many industries, including high-tech, travel, business services, medical devices, telecom, distribution, and manufacturing. He is the author of several articles in industry publications such as Compensation & Benefits Review and WorldatWork Journal. He is also a frequent contributor to ZS's The Carrot, the most widely read blog on the topic of sales compensation, and is a regular speaker on sales compensation topics at multiple conferences.

Steve Marley is a Principal at ZS Associates in Chicago, Illinois, and leads the firm's Sales Performance Management work. Steve holds the Certified Sales Compensation Professional (CSCP) designation and has more than 10 years of sales compensation consulting experience spanning a variety of industries, including software, distribution, financial services, pharmaceuticals, and medical devices. He has helped companies design effective compensation plans, set motivating quotas, and implement efficient compensation administration programs. His current focus is helping companies transition from thinking about monetary incentives to thinking more holistically about motivation, engagement, and incentives. Steve has also helped companies in a variety of other areas, including territory design, placement, go-to-market strategy, communication, and sales force effectiveness. He is a regular presenter at the WorldatWork Total Rewards and Spotlight on Sales Compensation conferences and in various webinars. He is also a frequent contributor to The Carrot, the most widely read blog on the topic of sales compensation.