More data more problems? The art & analytics of data-informed comp design

Episode notes

Kenny Smith didn’t intentionally set out to become a top sales compensation leader . He'd originally studied music performance, wrote Visual Basic macros to automate reports, and gradually carved a career at the intersection of sales operations, analytics, and enterprise strategy. Today, as the Sales Incentive Plan Design Lead at Red Hat, Kenny leads global incentive design — helping align sales compensation to a fast-moving business with complex go-to-market channels and high-stakes product launches. And much like music, comp design, he argues, can be more improvisation than formula. It’s a balance of art and science, and most importantly, it’s not just about having the most data — it’s about harnessing and knowing what to do with it. In this episode of The Sales Compensation Show , Kenny breaks down his approach to building smarter, more strategic incentive plans — and why successful comp professionals often operate more like jazz musicians than spreadsheet jockeys.