In our latest Experts in ICM Q&A, Alexander Group's Rachel Parrinello and Isaac Hausman chatted with Lindsey Bly on how to move from fragmented planning to quotas, territories, capacity, and incentives finally working in concert. The secret? Data Nirvana. Or at least starting on the journey 🚗 . Here's how to get started: ✅ Reduce silos with clear governance and a shared North Star for planning decisions ✅ Build one trusted dataset with consistent definitions so every team is working from the same truth ✅ Start with the basics (de-dupe accounts, establish parent–child hierarchies) before layering enrichment and advanced models ✅ Tie plans to realistic opportunity views (not hope): validate with segmentation, capacity, and product-level signals Read the full conversation on The Multiplier https://lnkd.in/gHeiZVEg #SalesComp #SalesPlanning #IncentiveComp
