Preparing for the Global Sales Comp Evolution

Chad Albrecht

Preparing for the Global Sales Comp Evolution


ZS interviewed sales compensation leaders from 23 companies from the IT, financial services, manufacturing and medical devices industries to gather insights to inform future sales compensation strategies. We found that, in a bid for simplicity and efficiency, companies are creating standardized global sales force structures. As companies are either standardizing around a global plan design or, at minimum, establishing a set of global guiding principles that all geographies must follow, many are likely struggling with how to create the plans and how to effectively roll them out from a change management perspective.

Read this article for three best practices to effectively take your sales compensation program global.

About the Expert

Chad Albrecht is a principal based in ZS’s Chicago office and leads the company’s B-to-B sales compensation practice. Chad has helped numerous clients create and implement motivational sales incentive plans and set fair and challenging sales quotas. His clients include companies in the medical device, pharmaceutical, high-tech, manufacturing and business services industries.