Chad Albrecht is a Principal at ZS Associates in Evanston, Ill., and a leader in the firm's B2B sales compensation practice. Chad, a Certified Sales Compensation Professional (CSCP), has 15 years of consulting experience with Hewitt Associates and ZS Associates. During that time, he has consulted with clients to create and implement motivational sales incentive plans and to set fair and challenging sales quotas. Chad has worked with clients in many industries, including software, business services, medical devices, telecom, distribution and manufacturing.
Chad is the author of several articles in publications such as Compensation and Benefits Review, World at Work Journal, Sales and Marketing Management and Workspan. In addition, he is a regular speaker on sales compensation topics at multiple conferences. Chad holds a bachelors degree in computer science from the University of Iowa and an M.B.A. with distinction from the University of Michigan.
Recent ZS Blog Posts
This article was originally published in World at Work’s Sales Force Focus e-newsletter. The sales comp plan did it. In the world where sales targets are missed, the sales comp plan is one of the usual suspects—or the assumed culprit. Read more
Uber has had a rough time in the news recently—and much of it is for good reason, apparently. The New York Times published an article on Sunday, April 2, that focused on how Uber was trying to motivate its drivers to work longer hours, during peak times or in areas where demand was exceeding supply. The ways in which Uber is trying to accomplish these goals are based, in many ways, on the...Read more
As you know, in sales compensation, performance drives bonus payout. It sounds simple, but there can be occasional challenges and disconnects that can hurt talent retention and sales force motivation. For example, it could be that, because of forecast uncertainty, the whole sales force wins or loses, reducing individual bonus differentiation. Maybe you have team selling situations that complicate...Read more