Insights

The Future of Sales Compensation

Chad Albrecht and Steve Marley

Introduction




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How will best-in-class sales compensation programs look in the future? Find out in the newest book from ZS. Written by two of the world’s leading sales comp experts, ZS Principals Chad Albrecht and Steve Marley, The Future of Sales Compensation delivers forward-looking insights that can turn you into a sales comp innovator. The book has 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

Download a complimentary copy of the book’s introduction for a preview of what the future holds for sales compensation.


About the Authors




Andris Zoltners is a cofounder of ZS and a Professor Emeritus of Marketing at Northwestern University’s Kellogg School of Management, where he has taught sales force topics to thousands of executive, M.B.A. and Ph.D. students. He is the coauthor of a series of books on sales force management and has helped companies around the world implement sales strategies that drive results.




Prabhakant Sinha is a cofounder of ZS and a former Northwestern University faculty member. He continues to teach sales executives at the Gordon Institute of Business Science in South Africa and the Indian School of Business. He is the coauthor of a series of books on sales force management and has helped firms worldwide improve sales strategy and effectiveness.




Chad Albrecht is a Principal at ZS and is a leader in the firm’s Sales Compensation Practice. He works with clients to create and implement motivational sales incentive plans and to set fair and challenging sales quotas. His work spans many industries, including high tech, hospitality, business services, pharmaceuticals, medical devices, telecom, distribution and manufacturing.




Steve Marley is a Principal at ZS and is a leader in the firm’s Sales Performance Management work. He helps companies leverage technology to design effective incentive programs, set motivating quotas and implement efficient compensation administration programs in a variety of industries, including software, distribution, financial services, pharmaceuticals and medical devices.




Sally Lorimer is a business writer and a former Principal at ZS, where she helped clients in a range of industries implement strategies for improving sales effectiveness and performance. She is the coauthor of a series of books on sales force management and of numerous articles in industry and academic publications.