Aligning your Sales Compensation Plan with the State of the Economy


The U.S. economy has been red hot for years. Stock markets have repeatedly hit new highs, unemployment is at record lows. When the economy is hot, people on roles tangential to sales often ask to be put on sales compensation plans. The desire to share on the upside of a strong economy is very tempting.

But prognosticators have been predicting an impending recession for at least 18 months and in January, a majority of CEOs believe there will be a slowdown in 2020. If a recession does happen this year, it could impact your company performance and individual sales performance, and therefore, sales compensation payouts. How should your sales comp plan be changed to reflect the economic environment?

Join ZS as we discuss how companies should review, assess, and potentially change their sales compensation plans to ensure they align with the current state of the economy. We will discuss key considerations for sales compensation design in a hot economy and highlight some steps companies can take if, as it did in 2008, the economy makes a sudden downturn. We will cover strategies to adjust your sales compensation program quickly rather than waiting until the end of the calendar year to implement changes.

You’ll learn:

  • How (and who) to incent when the economy is red hot
  • How (and who) to incent when the economy slips into recession
  • How to adjust your plan if the economy moves into decline

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Live Event

Access: | Live Event Code: WEBINAR-20200505

Live Event


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.

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