When you’re running sales compensation for thousands of reps, every plan change is a bet on behavior at national scale. In this episode, we sit down with Les Reif, Senior Director of Sales Compensation at Rogers Communications, for a deep dive into how Rogers designs, governs, and operates sales comp inside one of Canada’s largest telcos. From why sales compensation is really a data and definition problem, to Les' take on the real differentiator for a sales comp function — don't miss this rare look inside how this national carrier runs comp.