The Sales Compensation Show · 2026-01-05 · 37 min
Sales comp plans are usually the first thing to get blamed when growth stalls because it’s where every upstream issue becomes painfully visible: messy territories, unclear roles, uneven segmentation, and misaligned sales motions. In this episode, Nabeil Alazzam sits down with Kaleb Carter, the Director of Sales Compensation - FP&A at Trustpilot, to unpack a more durable approach. That is - stop tinkering with comp plans and start fixing the connected system that produces comp outcomes in the first place. Kaleb sees modern sales compensation as behavior architecture - a strategic function that translates GTM strategy into consistent, coachable actions. He shares a repeatable diagnostic method for when stakeholders say “the comp plan is broken,” and why chasing a mathematically perfect plan (especially with AI) is a trap if your org’s foundations don’t hold up. The episode is full of practical way Kaleb builds trust, stability, and predictability - without relying on rate increases, SPIFFs, or constant plan changes.
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