Скачать или смотреть Stop fixing comp plans—fix the system: Trustpilot’s approach to durable sales incentives

Comp plans are usually the first thing to get blamed when growth stalls—because they’re where every upstream issue becomes impossible to ignore: messy territories, unclear roles, uneven segmentation, and sales motions that don’t match reality.

In this episode, Nabeil Alazzam sits down with Kaleb Carter, Director of Sales Compensation – FP&A at Trustpilot, to share a more durable path forward: stop tinkering with comp plans and start fixing the connected system that produces comp outcomes in the first place.

Listen in as Kaleb breaks down the shift from comp teams as “payroll processors” to strategic advisors and architects of behavior. He unpacks how to create stability by tightening the GTM foundations—segmentation, territories, targets, role clarity, and operating cadence—so your comp plan can execute cleanly, scale confidently, and earn real trust from both leaders and sellers.

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