Breaking the sales planning VS. comp silo: How Allstate Canada drives sales performance

Episode notes

Sales planning and compensation are often treated as separate functions - but that separation comes at a cost. In this episode of The Sales Compensation Show , we explore what happens when you bring both under one roof. Our guest, Brandon Farb - Director of Sales Planning & Compensation at Allstate Canada and one of 2025’s Top 50 Sales Comp Leaders to Watch - shares how his integrated team drives alignment, agility, and frontline motivation. We dive into why siloed planning and comp lead to misaligned goals, how to design targets, quotas, and incentives that actually work together, the role of data and rep feedback in building better plans, what sellers really need to stay motivated, and best practices for your sales cadences. Brandon brings a deep background in underwriting, performance management, and operations - plus experience at Economical Insurance and Aviva Canada - to this conversation. His approach blends strategy, simplicity, and seller empathy in a way that’s rare - and actionable. - show notes - Book recommendation: Leveling Up by Ryan Leak

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