The Past, Present and Future of Sales Compensation
Sales compensation has become significantly more complicated in the past century, evolving from basic commission to incredibly sophisticated plans. In response, the professional field of sales compensation has emerged. Yet, as we look to the future, the role of sales compensation professionals continues to develop from someone who designs or administers plans to that of a strategic business partner. Join us as Chad Albrecht discusses elements that are driving this change: understanding the drivers of behavior, using technology to drive behavior, using data and predictive analytics to drive decisions, and thinking beyond payout formulas to maximize salesforce motivation and performance.
Chad is a Certified Sales Compensation Professional (CSCP) with over 20 years consulting experience. He leads the Sales Compensation practice,helping clientscreate and implement motivational sales incentive plans and set fair and challenging sales quotas. Chad works in all industries, but spends most of his time in the medtech,high tech, travel and transportation, business services, and manufacturing industries.
Chad is the author of the books The Future of Sales Compensation and Sales Compensation Solutions, plus several articles in publications including Compensation and Benefits Review, World at Work Journal, and Workspan. In addition, he is a regular contributor to The Carrot, the most widely read blog on sales compensation.Chad also speaks frequently at multiple conferences on the topic of sales compensation.
Prior to joining ZS, Chad was with Hewitt Associates. During that time, he consulted with clients to create and implement motivational sales incentive plans, set fair and challenging sales goals, and implement incentive administration systems.
Chad holds an MBA from the University of Michigan and a bachelor's degree in computer science from the University of Iowa.