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.