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.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
Why the Person Running Your Comp Plan Should Be the One Closest to the PipelineGo To Masters Show · on Sales Compensation69 / 100
🇬🇧 #34 - Finding revenue leakages: How RevOps prioritizes growth, with Sandra Kjærstad from InpayThe Commission Corner · on Sales Compensation58 / 100
The 4 Pillars of a Total Rewards StrategyHR Party of One · on Compensation strategy36 / 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
ClickUp’s Jason Wooten on top sellers, procurement pressure, and leadership risk76 / 100