e-book: The Carrot – Sales Compensation Insights, Volume 2

Steve Marley, Chad Albrecht and Mike Martin

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This e-book, volume two, contains select posts from ZS’s The Carrot blog. Written by various sales compensation experts, it is intended to address a variety of sales compensation issues.

Leverage our expertise and insights to design, implement and manage a best-in-class sales compensation program for your sales teams. An effective plan ensures that salespeople are more productive and operations are more efficient, ultimately driving profitable revenue growth for your organization.

About the Experts

Steve Marley is a principal at ZS in Chicago, 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, nonprofits, pharmaceuticals and medical devices. He has helped companies design effective compensation plans, set motivating quotas and implement efficient compensation administration programs.

Steve is a regular speaker at compensation conferences and the author of several articles regarding quota setting and plan design. He holds a bachelor’s degree in psychology from the University of Waterloo and an M.B.A. with distinction from the Richard Ivey School of Business at the University of Western Ontario.

Chad Albrecht is a principal at ZS in Chicago, and the leader of the firm’s B2B sales compensation practice. Chad, a Certified Sales Compensation Professional (CSCP), has 15 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 software, business services, medical devices, telecom, distribution and manufacturing.

Chad is the author of several articles in publications such as Compensation and Benefits Review, WorldatWork Journal, Sales and Marketing Management, and Workspan. In addition, he is a regular speaker on sales compensation topics at multiple conferences. Chad holds a bachelor’s degree in computer science from the University of Iowa and an M.B.A. with distinction from the University of Michigan.

Mike Martin is a ZS principal in Princeton, N.J., and a key member of the firm’s sales compensation leadership team. Mike has worked with numerous clients on incentive plan design, goal setting and incentive program administration. In addition, Mike has advised clients on sales strategy, forecasting and market research.

Mike is a frequent speaker at sales compensation conferences and the director of ZS’s Compensation Conference. He has published several articles on best practices and emerging trends for incentive plan design.

Prior to joining ZS, Mike worked for a leading pharmaceutical company in its global R&D finance department. He holds a B.S. in mechanical engineering from Union College and an M.B.A. from the Fuqua School of Business at Duke University.