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More data more problems? The art & analytics of data-informed comp design
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Kenny Smith didn’t intentionally set out to become a top sales compensation leader. He'd originally studied music performance, wrote Visual Basic macros to automate reports, and gradually carved a career at the intersection of sales operations, analytics, and enterprise strategy.
Today, as the Sales Incentive Plan Design Lead at Red Hat, Kenny leads global incentive design — helping align sales compensation to a fast-moving business with complex go-to-market channels and high-stakes product launches.
And much like music, comp design, he argues, can be more improvisation than formula. It’s a balance of art and science, and most importantly, it’s not just about having the most data — it’s about harnessing and knowing what to do with it.
In this episode of The Sales Compensation Show, Kenny breaks down his approach to building smarter, more strategic incentive plans — and why successful comp professionals often operate more like jazz musicians than spreadsheet jockeys.
Tune in for the full chat where you'll learn:
- Why “data-informed” can be better than purely “data-driven”
- How to validate activity metrics with cross-functional input
- Ways to navigate complexity, unpredictability, and internal bias
- Why “data-informed” can be better than purely “data-driven”
- How to validate activity metrics with cross-functional input
- Ways to navigate complexity, unpredictability, and internal bias
The Sales Compensation Show is handcrafted by our friends over at: fame.so
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