Gartner Expert

Steve Herz

Sr Director Analyst

Steve Herz, Sr. Director, Analyst, covers Sales Compensation and Sales Operations in the Gartner for Sales Leaders program. His research and client work help the VP of Sales Operations (and equivalent top sales operations leaders) and the Chief Sales Officer (and equivalent top commercial leaders) build capabilities and overcome challenges in these two coverage areas.

Previous experience

Mr. Herz brings nearly 20 years of experience in both corporate and advisory settings across multiple industries, functions, and company types. He began his career in CEB's Sales Executive Council, where he was a Research Consultant for three years. He worked for seven years as a Management Consultant at ZS Associates, where he specialized in sales compensation design, administration, analytics/reporting, sales operations and sales performance management technology. At ZS, Mr. Herz worked with clients across multiple industries, including pharmaceuticals and biotech, medical devices, technology, and consumer products. While at ZS, he also worked on software product design for a proprietary Sales Performance Management SaaS tool.

As a corporate practitioner, his focus was on developing teams and building capabilities. At Microsoft, Mr. Herz sat in Worldwide Incentive Compensation, within the Marketing & Operations organization in Redmond; his work aligned to the Enterprise Product Group (large enterprise segment). At Hilton Worldwide, he sat in the Global Performance Management group, in Corporate headquarters in McLean, VA. At Quicken Loans, his role fell under Team Member Operations, within the Human Resources organization in Detroit.

Professional background

Quicken Loans

Director of Compensation

Hilton Worldwide

Senior Director, Global Performance Management

Microsoft

Director, Global Sales Compensation Design

Areas of coverage

Sales Enablement

Sales Strategy and Operations (retired)

Education

Ph. D., Psychology, University of Michigan,

M.B.A., Darden School of Business Administration, University of Virginia

B.A., Psychology, Yale University

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Top Issues That I Help Clients Address

1Enhancing sales incentives plan design and administration: Assessment of strengths and weaknesses, risk mitigation, decision making/governance, program operations, quality.

2Designing and managing the sales operations function: Sales ops. team size, structure, process, role design.

3Optimizing sales analytics capabilities: Dashboard design, sales metric selection, data visualization.

4Leading sales incentives transformation: Cross-functional engagement, communication process, change management.

5Improving sales force design: Sales force structure, role design, sizing.