Most sales leaders start with the comp plan - but the smartest start with strategy.
In this episode of the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Jahangir Iqbal, VP of Central Operations and Sales Compensation at Palo Alto Networks, to unpack how strategic sales compensation can activate your GTM strategy, drive the right behaviors, and inspire sales teams to perform with clarity and purpose.
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Timestamps:
00:00 – Why GTM strategy should come before comp design
03:45 – How Microsoft and AWS aligned compensation with transformation
07:20 – The power of simplicity and focus in sales compensation
11:35 – Using data and strategic thinking to refine comp plans
16:00 – Rewarding outcomes, not activities, to boost sales team performance
19:45 – How AI is reshaping compensation and go-to-market strategy
Jahangir shares lessons from leading global sales organizations at Microsoft, AWS, and Palo Alto Networks - showing how a well-designed comp plan can transform how companies execute their go-to-market strategy. From data-driven decision-making to AI-powered comp design, this episode offers a masterclass in strategic thinking and modern sales leadership.
You’ll learn:
– Why every great GTM strategy begins with clear behavioral alignment
– How to use comp plans to reinforce long-term goals, not short-term activity
– What data and feedback loops reveal about comp plan effectiveness
– How strategic thinking drives simplicity and high performance in sales teams
💡 Key Takeaways
– Great GTM strategies start with focus - then comp plans bring them to life.
– Simplicity in sales compensation drives clarity and results.
– Rewarding outcomes over activities creates elite sales teams.
– AI will revolutionize how companies design and test comp plans.
– Strategic thinking bridges leadership vision and front-line motivation.
👤 About Guest
Jahangir Iqbal is the VP of Central Operations and Sales Compensation at Palo Alto Networks. With leadership experience at Microsoft and AWS, he’s recognized for transforming sales organizations through data-driven compensation strategy and operational excellence. His work combines analytics, behavioral design, and strategic thinking to power global sales success.
Connect with Jahangir on LinkedIn: https://www.linkedin.com/in/jahangiriqbal/
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