Align the plan, earn the trust: Sales comp for a singular strategic direction
Автор: Forma ai
Загружено: 2026-01-19
Просмотров: 63
Описание:
In this episode of The Sales Compensation Show podcast, host Nabeil Alazzam sits down with Sid Ganguly, Director, Global Compensation & Head of Sales Incentive Design at Expedia Group, for a candid conversation on what actually holds up in incentive design at enterprise scale.
The two discuss the messy reality of balancing simplicity, fairness, and strategic alignment—without drifting into “14,000 sellers = 14,000 plans” chaos.
Tune in to hear:
— Why “equitable” doesn’t mean endlessly custom (and how too much nuance can fracture execution)
— The importance of driving “one ship” or ensuring pay-for-performance reinforces the company’s strategic direction
— Why comp is ultimately a trust system (and how complexity dilutes it)
—A thought exercise on dynamic, personalized incentives at scale (what could happen once AI is deeply embedded and the data foundation exists)
#salescompensation #salesops #revops #incentivedesign #salesperformance #salesleadership #ai
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