The Sales Compensation Show – Détails, épisodes et analyse

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The Sales Compensation Show

Forma.ai

Business & Entrepreneuriat

Fréquence : 1 épisode/20j. Total Éps: 66

Welcome to The Sales Compensation Show with Nabeil Alazzam! A podcast where we dive deep into the world of sales, incentives, and enterprise performance management in some of the most in-depth, data-driven conversations in the industry. Stay up to date on the research, advice and philosophies of leading experts, so you can drive your business forward in any economic environment.

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Données mises à jour le 07/08/2026

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ClickUp’s Jason Wooten on top sellers, procurement pressure, and leadership risk

Saison 3 · Épisode 34

lundi 11 mai 2026 • Durée 44:18

What do sharks and shepherds have to do with sales talent and performance? More than you might think. In this episode of The Sales Compensation Show, Jason Wooten, Head of Finance Operations at ClickUp, joins Forma.ai CEO Nabeil Alazzam for a conversation spanning sales talent, incentives, procurement, and leadership. Jason brings a rare Finance Ops lens to one of the biggest questions in revenue organizations: how do you scale top sales performance without accidentally turning your best sellers into leadership risks? The two discuss why quota attainment alone doesn’t prove someone is ready to manage others, why procurement pressure is often misinterpreted, and how companies can better retain top talent.

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From bookings to revenue: how Clarivate is rethinking sales incentives

Saison 3 · Épisode 33

lundi 27 avril 2026 • Durée 37:21

What does it actually take to move a sales organization from bookings-based thinking to revenue accountability? In this episode, Heather Anderton, VP of Sales Operations and Enablement at Clarivate, joins Nabeil Alazzam to unpack Clarivate’s shift toward revenue quota, the change management behind it, and why the core comp plan often does more than layered SPIFFs ever will. It’s a candid conversation on incentive design, seller trust, and how sales ops and enablement can work together to make big change stick.

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How Boomi aligns RevOps and sales compensation [Ft.Tim Cole & Taylor Stone]

Saison 3 · Épisode 32

mardi 14 avril 2026 • Durée 52:46

When go-to-market priorities shift, RevOps and sales compensation either move in lockstep or the field feels the friction. In this episode, Nabeil Alazzam is joined by Boomi’s Tim Cole, VP of Revenue Operations, and Taylor Stone, Director of Global Sales Compensation. It’s the first time the show brings together RevOps and sales comp leaders from the same organization, offering a truly connected look at both sides of the operating model — from seller support and communication to recognition and faster, strategic program execution.

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Inside SAS: RevOps leadership, compensation strategy, and change fatigue

Saison 3 · Épisode 31

mardi 24 mars 2026 • Durée 38:27

What does it take to lead RevOps and sales compensation through meaningful change? Edie Cagle, VP of Global Revenue Operations at SAS, joins Forma.ai CEO Nabeil Alazzam to unpack the leadership realities behind compensation strategy, change fatigue, governance, and global consistency. They explore why incentives can’t solve every business problem, how trust is built with the field, and what RevOps leaders need to get right when strategy shifts fast.

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GitHub's VP of global RevOps Betsy Matthies on comp plans that change behavior

Saison 3 · Épisode 30

lundi 9 mars 2026 • Durée 37:41

Comp plans don’t just pay sellers—they steer your entire go-to-market motion. In this episode, GitHub’s VP of Global Revenue Operations & Enablement, Betsy Matthies, joins Forma.ai CEO Nabeil Alazzam to talk incentives, behavior design, and change management at leadership level. You’ll hear a real story of a comp overhaul that drove a double-digit lift, Betsy's “3 buckets max” rule for eliminating plan bloat, and the one prerequisite for AI in RevOps that too many teams skip.

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How Netflix runs sales compensation: Designing for culture, deciding with speed

Saison 3 · Épisode 29

mercredi 4 février 2026 • Durée 38:13

How does an entertainment company like Netflix design sales incentives when speed is part of the strategy? In this episode, Forma.ai CEO Nabeil Alazzam sits down with Nathan Rosas (Director, of Global Sales Incentive Compensation at Netflix) to unpack how elite comp professionals build plans that fit company culture, stay flexible through constant change, and use listening mechanisms to catch friction early. Plus Nathan shares Netflix’s “data-informed vs. data-driven” mindset for making decisions faster without losing trust. Having built compensation programs across Microsoft, Amazon, and now Netflix, Nathan brings a rare vantage point you don't want to miss.

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Expedia Group's sales compensation playbook: Designing for one direction

Saison 3 · Épisode 28

lundi 19 janvier 2026 • Durée 40:23

Sales comp should be simple, fair, and aligned to strategy. But at enterprise scale, those “obvious” principles collide fast. In this episode, Nabeil Alazzam sits down with Sid Ganguly (Director, Global Compensation & Head of Sales Incentive Design at Expedia Group) to discuss what really holds up when you’re designing incentives for thousands of sellers. They dig into why “equitable” doesn’t mean endlessly custom, how comp either builds trust—or quietly erodes it—and get into a thought exercise on what dynamic, personalized incentives could look like in a future state where AI is deeply embedded and the data foundation exists.

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Stop fixing comp plans—fix the system: Trustpilot’s approach to durable incentives

Saison 3 · Épisode 27

lundi 5 janvier 2026 • Durée 36:48

Comp plans are usually the first thing to get blamed when growth stalls—because they’re where every upstream issue becomes impossible to ignore: messy territories, unclear roles, uneven segmentation, and sales motions that don’t match reality. In this episode, Nabeil Alazzam sits down with Kaleb Carter, Director of Sales Compensation – FP&A at Trustpilot, to share a more durable path forward: stop tinkering with comp plans and start fixing the connected system that produces comp outcomes in the first place. Listen in as Kaleb breaks down the shift from comp teams as “payroll processors” to strategic advisors and architects of behavior. He unpacks how to create stability by tightening the GTM foundations—segmentation, territories, targets, role clarity, and operating cadence—so your comp plan can execute cleanly, scale confidently, and earn real trust from both leaders and sellers.

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From payout crisis to global playbooks: Turning comp chaos into repeatable systems

Saison 3 · Épisode 26

lundi 15 décembre 2025 • Durée 40:25

Imagine stepping into a new role leading sales compensation and within twenty days, the entire sales org gets paid wrong. That was Gavin Tapper’s “welcome” to this niche space—and it was this high-stakes experience that was a catalyst in shaping him into a global sales compensation leader today. In this episode, Gavin joins Nabeil Alazzam (Founder & CEO of Forma.ai) to unpack how he turned an 18-month payout crisis, years of plan changes, and countless stakeholder debates into durable playbooks he's used to lead compensation at global orgs. Listen in for insights on selling tough plan changes, being "Switzerland" as a sales comp leader, hot takes on attainment data, and what a 1,000-mile bike ride taught Gavin about transformation.

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Aligning sales comp with strategy, not just products (with Stephen Long)

Saison 3 · Épisode 25

mardi 2 décembre 2025 • Durée 31:30

In this episode of The Sales Compensation Show, global sales compensation expert Stephen Long joins Forma.ai CEO Nabeil Alazzam to unpack how senior leaders should really think about plan design. They dig into why over-rotating on products backfires, how to build a 3–5 year roadmap to account for needed data infrastructure, and what fair, explainable quota setting really looks like at scale. You’ll hear Stephen’s real-world examples of: - The biggest misses executives make in sales comp plan design, - Why you shouldn’t put money on anything you can’t track (and explain to reps), - The importance of a 3–5 year sales comp and infrastructure roadmap across Sales, RevOps, IT, and Finance, - A practical way to approach quota setting that reps actually trust, and - How complex crediting and pricing autonomy create gaming—and how to redesign around contract “health,” not just headline value. If you enjoy the show, don’t forget to subscribe, leave a review, and share it with a fellow sales compensation leader.

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