Speakers: Bill Sexton | Greg Alexander, SBI



Are you designing the 2016 compensation plans for the sales team, or will be soon?


If so, click here and listen to this podcast. It is an interview with Bill Sexton, Director of Sales Ops at Zebra Technologies, a technology company doing $3.5 billion in annual sales, with 418 sales reps and 30 people in sales ops. 


Bill just went through a redesign of the sales compensation system at Zebra, which consolidated a large number of complicated plans into 5 simple compensation frameworks.  This was a multi-month effort which provides us with many learnings you can benefit from.



By listening to this podcast you will hear Bill’s perspective on:


  • How to determine if you are paying too much or too little.
  • The challenges on setting quotas correctly.
  • The right way, and wrong way, to perform comp plan benchmarking.
  • The risks, and rewards, of providing comp calculators to the field.
  • How to select, and implement, compensation automation technology.


If you need to design comp plans heading into 2016, and want to learn from a peer who just went through a redesign, click here.


  Subscribe Download Episode


Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.


A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.


Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.




Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.


What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.


What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >