Inside Rogers’ Sales Comp Engine: How Les Reif Runs Incentives at National Scale

Episode notes

In this episode, Forma.ai CEO Nabeil Alazzam sits down with Les Reif, Senior Director of Sales Compensation at Rogers Communications, for a deep dive into how Rogers designs, governs, and operates sales comp inside one of Canada’s largest telcos. Les shares how he moved into sales comp through data, and why he still sees the function as a business-and-data translation engine more than a pure “math problem.” From there, they walk through how his team balances optionality vs. complexity, keeps stakeholders aligned, and builds a high-performing comp organization in an environment full of legacy systems and constant change. In this episode, you’ll learn: Why sales compensation is really a data and definition problem, not just calculation How Rogers balances flexibility vs.

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

• Master Your Up-Market Strategy Like A Unify PMMProduct Marketing Adventures · on sales performance management86 / 100
• Why the Person Running Your Comp Plan Should Be the One Closest to the PipelineGo To Masters Show · on Sales Compensation69 / 100
• S1E30 | Selen Kartal - Chief Sales Officer at Kolay IKVoices of Enablement by GTM Buddy · on sales performance management59 / 100
• 🇬🇧 #34 - Finding revenue leakages: How RevOps prioritizes growth, with Sandra Kjærstad from InpayThe Commission Corner · on Sales Compensation58 / 100
• The Comp Plan That Rewards Reps for Retaining CustomersSales Leadership with Fexingo · on Sales Compensation
• Breaking Silos with Agentic AI with Jason Godley, CFO at Xactly CorpCFO Weekly · on sales performance management

• How G2's SVP of GTM Strategy evaluates sales comp plans, scales teams & runs M&A86 / 100
• Inside Microsoft-scale sales operations with Chinesh Gandhi86 / 100
• Sales comp can’t fix an undefined GTM strategy: Lessons from Marnie Sprenger76 / 100
• From enablement to sales performance engineering, with Okta's Lauren Silvers69 / 100
• Why even strong plans still fail: Execution lessons with Prev Dole66 / 100