Steve Marley

Steve_Marley_thumbnail-1Steve Marley is a Principal at ZS Associates in Evanston, Ill., and a member of ZS's sales compensation leadership team. Steve holds the Certified Sales Compensation Professional (CSCP) designation and has more than eight years of sales compensation consulting experience spanning a variety of industries, including software, distribution, financial services, non-profits, pharmaceuticals and medical devices. He has helped companies design effective compensation plans, set motivating quotas and implement efficient compensation administration programs.

Steve is a regular speaker at compensation conferences and the author of several articles regarding quota setting and plan design. He holds a bachelors degree in psychology from the University of Waterloo and an M.B.A. with distinction from the Richard Ivey School of Business at the University of Western Ontario.

 

Recent ZS Blog Posts

How Channel Sales Are Better Aligning With High-Tech Customers’ Changing Needs

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

Show Them It’s Worth It: How to Measure Sales Compensation ROI

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

Is Sales Compensation All About Showing Them the Money?

"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

Incenting Inside Sales

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

Do Optimal Sales Compensation Plans Differ By Generation?

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