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Sales science: How to design incentives that optimize seller performance​

Industry leaders discuss how to use data to create motivating comp plans and drive desired seller behaviors

Gone are the days of gut-feel decision-making in sales strategy. The integration of data and analytics into sales compensation planning is no longer a nice-to-have but an absolute necessity.

Join this conversation to hear from experts on how to leverage data to design incentives that truly optimize seller performance.

This is part of the NUDGE 2024 series.

Join our session on activity-based-incentives
This panel is one of five in a series, by submitting this form you'll gain access to all five recordings
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What we'll cover

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With your hosts:

Les Reif

Senior Director, Sales Compensation, Rogers Communications

Brian Bolt

Sr. Director - Incentives, Performance & Analytics, Red Hat

Brian is currently the Senior Director - Incentives, Performance, and Analytics at Red Hat where he's held roles in Corporate FP&A and Incentives since joining the company in 2019.  Prior to Red Hat, Brian held various financial leadership roles at MetLife, BASF and Progress Energy.  Brian has a BBA from the University of Toledo, a MAC from UNC-Chapel Hill, and is a licensed CPA in NC.  He resides in Raleigh, NC with his wife Sally and is about to enjoy experiencing the life of an empty nester as he sends his youngest of 4 children to college later this summer.  

Bethany Rucker

Director, Sales Incentive Compensation, Thomson Reuters

Cortnie Giambrone

VP, Global Compensation & Equity, ZoomInfo

Kyle Webster

Chief of Staff, Forma.ai

Kyle is the Chief of Staff at Forma.ai and has 10+ years experience in the Sales Performance Management space. Prior to Forma.ai Kyle was in management consulting, working with Fortune 500 companies to develop and operationalize various sales effectiveness strategies, with a specific focus on sales incentive compensation. His experience spans multiple industries, with deep experience in software/technology, distribution, and retail.

Les Reif

Senior Director, Sales Compensation, Rogers Communications

Brian Bolt

Sr. Director - Incentives, Performance & Analytics, Red Hat

Bethany Rucker

Director, Sales Incentive Compensation, Thomson Reuters

Cortnie Giambrone

VP, Global Compensation & Equity, ZoomInfo

Kyle Webster

Chief of Staff, Forma.ai

Kyle is the Chief of Staff at Forma.ai and has 10+ years experience in the Sales Performance Management space. Prior to Forma.ai Kyle was in management consulting, working with Fortune 500 companies to develop and operationalize various sales effectiveness strategies, with a specific focus on sales incentive compensation. His experience spans multi

Les Reif

Senior Director, Sales Compensation, Rogers Communications

Brian Bolt

Sr. Director - Incentives, Performance & Analytics, Red Hat

Bethany Rucker

Director, Sales Incentive Compensation, Thomson Reuters

Cortnie Giambrone

VP, Global Compensation & Equity, ZoomInfo

Kyle Webster

Chief of Staff, Forma.ai
Kyle is the Chief of Staff at Forma.ai and has 10+ years experience in the Sales Performance Management space. Prior to Forma.ai Kyle was in management consulting, working with Fortune 500 companies to develop and operationalize various sales effectiveness strategies, with a specific focus on sales incentive compensation. His experience spans multi

Live Event

Digital Event

Sales science: How to design incentives that optimize seller performance​

Industry leaders discuss how to use data to create motivating comp plans and drive desired seller behaviors

Join our session on activity-based-incentives

This panel is one of five in a series, by submitting this form you'll gain access to all five recordings

What we'll cover in this event

Gone are the days of gut-feel decision-making in sales strategy. The integration of data and analytics into sales compensation planning is no longer a nice-to-have but an absolute necessity.

Join this conversation to hear from experts on how to leverage data to design incentives that truly optimize seller performance.

This is part of the NUDGE 2024 series.

What Should This Say?

No items found.

Join to hear from speakers:

Les Reif

Senior Director, Sales Compensation, Rogers Communications

Brian Bolt

Sr. Director - Incentives, Performance & Analytics, Red Hat

Bethany Rucker

Director, Sales Incentive Compensation, Thomson Reuters

Cortnie Giambrone

VP, Global Compensation & Equity, ZoomInfo

Kyle Webster

Chief of Staff, Forma.ai
Kyle is the Chief of Staff at Forma.ai and has 10+ years experience in the Sales Performance Management space. Prior to Forma.ai Kyle was in management consulting, working with Fortune 500 companies to develop and operationalize various sales effectiveness strategies, with a specific focus on sales incentive compensation. His experience spans multi

Les Reif

Senior Director, Sales Compensation, Rogers Communications

Brian Bolt

Sr. Director - Incentives, Performance & Analytics, Red Hat

Bethany Rucker

Director, Sales Incentive Compensation, Thomson Reuters

Cortnie Giambrone

VP, Global Compensation & Equity, ZoomInfo

Kyle Webster

Chief of Staff, Forma.ai
Kyle is the Chief of Staff at Forma.ai and has 10+ years experience in the Sales Performance Management space. Prior to Forma.ai Kyle was in management consulting, working with Fortune 500 companies to develop and operationalize various sales effectiveness strategies, with a specific focus on sales incentive compensation. His experience spans multi

Les Reif

Senior Director, Sales Compensation, Rogers Communications

Brian Bolt

Sr. Director - Incentives, Performance & Analytics, Red Hat

Bethany Rucker

Director, Sales Incentive Compensation, Thomson Reuters

Cortnie Giambrone

VP, Global Compensation & Equity, ZoomInfo

Kyle Webster

Chief of Staff, Forma.ai
Kyle is the Chief of Staff at Forma.ai and has 10+ years experience in the Sales Performance Management space. Prior to Forma.ai Kyle was in management consulting, working with Fortune 500 companies to develop and operationalize various sales effectiveness strategies, with a specific focus on sales incentive compensation. His experience spans multi

What past attendees are saying...

“What is amazing about Forma.ai is that—internally, we don’t need the skills to configure a comp tool or our data—Forma.ai’s automation helps us do this and turnaround changes much faster than we would ever be able to with any other ICM.”

Suzanne Shadgett

Senior Financial Executive, Stryker

“Forma.ai provides flexibility like no one else in the category. With their real-time modeling, I can apply any idea I have against last year’s data to see how much it would cost and what it could actually achieve." 

Dr. Robert Bieshaar

Global Head of Sales Compensation, Autodesk 

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19 Feb 2025

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