Sales compensation: How to craft data-driven plans that drive growth
- E255
- 51:26
- May 25th 2022
Nabeil Alazzam is CEO and founder of Forma.ai, a Toronto-based company striving to solve the massively under-appreciated pain point of sales-based compensation.
Currently, the systems for calculating and awarding sales-based compensation are clunky, unwieldy, and often manual, creating a lot of work for operations teams and sales professionals.
Nabeil identified that automation could solve this problem, and built a system (aka Forma.ai) that is able to take the many unique compensation problems that sales organizations face and create unified solutions that save time, money, and mental health for their customers.
In this episode, Nabeil shares how Forma.ai is streamlining the process for over $1.5 billion in commissions per year. He also shares how we can craft data-driven plans that drive growth. Insights he shares include:
- Issues affecting sales compensation
- Are sales compensation plans necessary to truly motivate people
- Can sales compensation be done differently than just offering standard policies
- The lever that most businesses often overlook to drive their business strategy
- In what ways are businesses not leveraging sales compensation to their advantage
- What are the impacts of ignoring systemic issues with sales compensation (data points and examples)
- What are the impacts of revamping sales compensation for the better (data points and examples)
- What lessons can sales operations learn from marketing
- Can sales compensation be tied to the organization's values and value proposition?
- and much much more ...
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