Syncing up sales territories, quotas and incentive plans is tough enough doing it once a year during plan design - how can you get agile and be ready to make changes and adjustments throughout the year? Agile development has been shown to drive great product development, now it is time to apply it to your incentive plans.
Steve Marley, Principal at ZS Associates in Evanston, Ill., and a member of ZS's sales compensation leadership team. Steve holds the Certified Sales Compensation Professional (CSCP) designation and has more than eight years of sales compensation consulting experience spanning a variety of industries, including software, distribution, financial services, non-profits, pharmaceuticals and medical devices. He has helped companies design effective compensation plans, set motivating quotas and implement efficient compensation administration programs.
Erik W. Charles, Principal Incentives Strategist, Xactly Corporation
Mr. Charles has over 20 years of experience working with sales and incentive compensation. He has designed plans as a consultant, managed them in both sales operations and as a sales manager, and has been working on sales effectiveness software solutions since the 1990s.