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.
How will best-in-class sales compensation programs look in the future? Find out in the newest book from ZS. Written by two of the world’s leading sales comp experts, ZS Principals Chad Albrecht and Steve Marley, The Future of Sales Compensation delivers forward-looking insights that can turn you into a sales comp innovator. The book has 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
The sales comp discipline is facing massive transformation, fueled by technology breakthroughs, new selling channels, and upstart challengers that are unencumbered by tradition or habit. Until now, no stand-alone resource has emerged to help sales comp leaders and practitioners compete in this new landscape. Drawing deeply on ZS s on-the-ground work with real clients grappling with new problems, The Future of Sales Compensation provides a systematic framework for sales compensation practitioners and leaders. The book not only lays out a vision of the future of sales compensation, but also offers sales professionals invaluable insights about what it will take to succeed in that future.
– Steve Herz, Director, Global Sales Incentive Compensation Design, Microsoft
ZS and their consultants are amongst the most forward-thinking sales compensation professionals in our industry. They challenge and provoke new ways of motivating a sales force, and I believe that their new book, The Future of Sales Compensation, is a necessary tool for today s sales compensation professionals who wish to learn and develop themselves. Their breadth of experience, knowledge, and, importantly, culture drives an innovative approach to change and improvement on a daily basis, as well as providing a vision of what the future holds for sales incentive compensation.
– -Don De Young, Senior Director, Global Sales Compensation Strategy, Analytics and Administration, NCR Corporation
The Future of Sales Compensation challenges the status quo: reactive design choices in sales compensation often fail to motivate. With predictive analytics and a focus on communication, this book will enable a dynamic sales compensation construct that achieves business strategy, while evolving alongside an ever-changing competitive landscape.
– Marc Schoenen, Global Head of Compensation, Uber
About the Author
Chad Albrecht is a Principal at ZS and is a leader in the firm’s Sales Compensation Practice. He works with clients to create and implement motivational sales incentive plans and to set fair and challenging sales quotas. His work spans many industries, including high tech, hospitality, business services, pharmaceuticals, medical devices, telecom, distribution and manufacturing.
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