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

Quotas and Territories: Don’t Tackle Incentives Without Them

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

Sales Comp Checklist? Check.

Atul Gawande is a famous surgeon, but he isn’t famous for his medical prowess. Rather, he’s famous for fundamentally changing how surgery is done: with a checklist. Read more

Will Uber Influence How You Design Incentive Plans?

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

Are Your Payouts Differentiated Enough?

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

A Generational Look at Sales Compensation

We hear (or observe) generational stereotypes all of the time: Baby boomers work nonstop, or even live to work. Millennials, on the other end of the working-age spectrum, are labeled as entitled and work to live. Read more