Expedia Group's sales compensation playbook: Designing for one direction

Sales comp should be simple, fair, and aligned to strategy. But at enterprise scale, those “obvious” principles collide fast. In this episode, Nabeil Alazzam sits down with Sid Ganguly (Director, Global Compensation & Head of Sales Incentive Design at Expedia Group) to discuss what really holds up when you’re designing incentives for thousands of sellers. They dig into why “equitable” doesn’t mean endlessly custom, how comp either builds trust—or quietly erodes it—and get into a thought exercise on what dynamic, personalized incentives could look like in a future state where AI is deeply embedded and the data foundation exists.