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 blog post was originally published on ZS's high-tech blog, Tech Bytes & Insights. As high-tech manufacturers strive to accelerate profitable growth, they’re looking to their channel partners to provide more value to end customers. Successful technology channel partners are transforming their business models accordingly, transitioning from providing value primarily by distributing...Read more
With companies spending up to 10% of their revenue or more on sales compensation, CEOs are bound to ask their sales compensation leaders to demonstrate a sufficient return on investment, and when it happens to you, you better have an answer. A boost in sales revenue compared to the dollars spent is the most common measurement of sales comp ROI, but should that be the only one? Read more
"Show me the money!” Many are familiar with that memorable line from the movie Jerry Maguire. But really, how effective is “showing them the money” with respect to sales comp design? Do large bonuses, commissions and monetary rewards make as much of an impact on behavior as we believe they do? Read more
In decades past, a salesperson was a salesperson. The role was responsible for finding prospects, turning them into customers and selling on an ongoing basis as they manage accounts. But that model is on the decline as companies find it ineffective for large accounts and too expensive for small accounts. Read more
Much has been said about generational differences, and the starkest contrasts have been drawn between baby boomers and millennials, who represent the two ends of the workforce age spectrum. But how can we know whether these differences are true differences that will carry into the future, or whether they’re simply due to their age? After all, baby boomers—now stereotyped as individualistic...Read more