Aligning your Sales Compensation Plan with the State of the Economy


In addition to the humanitarian toll, COVID-19 has triggered an immediate and seismic shock to the U.S. economy. We went from 11 consecutive years of growth to over 9M new unemployment claims over a period of just two weeks in late March.

And the future, while getting a little clearer by the day, is far from certain. Once we have hit bottom, will pent-up demand drive a “V-Shaped recovery” in the second half of 2020? Or might it come back slowly or not at all? Uncertainty reigns. But regardless of when the recovery occurs, we are collectively responsible for ensuring our salespeople continue to get paid and remain motivated up until and throughout the recovery.

Join ZS as we discuss how companies should review, assess, and potentially change their sales compensation plans and quotas to ensure they align with the state of the economy as it quickly changes. We will highlight tactics companies have taken in past economic downturns while discussing steps companies are taking now. We will cover strategies to adjust your sales compensation program quickly and flexibly to adapt to the quickly-changing environment.

You’ll learn:

  • Whether to adjust your quotas, your sales compensation plan – or both
  • How to rethink who is eligible for a sales compensation plan
  • How companies have kept afloat in past recessions
  • How to balance the salesperson adjustments with non-sales personnel

Sponsored By

If you have a WorldatWork account, please log in before registering.



Access: 90-Day Access | On-Demand Event Code: WEBINAR-20200505-PLAYBACK

Recorded Event

Please note: Prices are subject to change without notice. All sales are nonrefundable. Access to the live event is limited to the first 1000 participants, so be sure to log on up to 15 minutes prior to the event start time. The live event includes access to playback. Playback and the on-demand webinar are available two business days following the live event, and you can access them for 90 days. If you order the on-demand webinar after the live event, your 90-day access begins the day of order.

HRCI credits will only be granted for attending the live webinar event. On-demand webinars do not qualify for HRCI credit. You may receive a certificate of completion for watching an on-demand webinar. Please contact Customer Experience Team at 877-951-9191 (United States and Canada) or +1 480-951-9191 (other countries) or email to request this certificate. You'll receive it in two to four weeks via email.


Chad Albrecht

Principal | ZS

Chad is a Certified Sales Compensation Professional (CSCP) with nearly 20 years consulting experience. He leads the Sales Compensation practice, helping clients create and implement motivational sales incentive plans and set fair and challenging sales quotas. Chad focuses primarily on the sales compensation design space for medtech, high tech, travel and transportation, and manufacturing.

Chad authored the book Sales Compensation Solutions and The Future of Sales Compensation and 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.

Chad holds an M.B.A. from the University of Michigan and a bachelor’s degree in computer science from the University of Iowa.

Steve Marley

Principal | ZS

Steve Marley is a principal in ZS’s Chicago office. He leads ZS’s sales performance management practice and is responsible for incentive compensation management and sales performance management partnerships, implementation and operations delivery. He focuses on helping companies transition from thinking about monetary incentives to thinking more holistically about motivation, engagement and incentives. Steve also has helped companies in a variety of other areas, including territory design, placement, go-to-market strategy, communication and sales force effectiveness.

Steve has a background in mechanical engineering, a B.A. in psychology from the University of Waterloo and an MBA from the Richard Ivey School of Business at the University of Western Ontario.

Have Questions?


+1 877 951 9191

USA and Canada

+1 480 951 9191

Other Countries


Email Us