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Commission Metrics & ROI

Topic:
Commission Metrics & ROI
Date:
December 3, 2012 at 1:30 - 2:30 PM ET
Presenters:
Doug Erb, Partner and Co-founder(Canidium, LLC)
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Description
When evaluating commission systems and return on investment (ROI) what are the hot metrics to include presenting your case? How can you determine whether you are truly seeing the benefit of your system? In the traditional sense of incentive compensation people look to cost saving benefits like error correction, shadow accounting, end user experience and ease of changing plans for ROI. Today organizations are providing a more substantial ROI by combining Coaching with Commissions systems to realize full ROI potential. By focusing on key coaching techniques many organizations experience an increase in revenue that provides an even more compelling case. As noted in the Sales Executive Council there is no other productivity investment that approaches the benefits of coaching when it comes to bolstering activity. "The real payoff from good coaching lies among the middle 60 percent - your core performers," he wrote for the Harvard Business Review. "For this group, the best-quality coaching can improve performance up to 19 percent. In fact, even moderate improvement in coaching quality ... can mean a 6 to 8 percent increase in performance across 50 percent of your sales force. Often as not, that makes the difference between hitting or missing goals." This presentation will walk through how to determine the core cost savings of implementing a commission system and the key considerations when implementing a coaching system to determine revenue enhancement. During the presentation you will be provided with examples including the above metrics, along with a few others, to try out or ask questions about at the conclusion.
Who Should Participate
Compensation Managers, Sales Operations, Director of Compensation
What You Will Learn
Key metrics for measuring value of an incentive compensation system. How combining incentive compensation and coaching can yield a higher return on investment by not only cutting cost, but by enhancing revenue.
Recommended Resources
Sales Executive Council, Harvard Business Review.
Communities
Compensation
RFP/RFI Development
Sales force compensation
Presented by
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speaker spacer
Doug Erb
Canidium, LLC

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Event Sponsors
Canidium, LLC
Canidium LLC is the leading provider of sales performance and incentive compensation management services that optimize the relationship between compensation and sales. Canidium’s unbiased, value added approach utilizes best practices and the best of breed vendors to implement and integrate sales incentive and compensation systems, as well as supporting business intelligence and analytics in order to achieve optimal results in line with a company’s overall business strategies
File List
Feedback
Name Comment Rating
Image of Kimberly Thorn Kimberly Thorn
Canidium, LLC
5 / 5
Excellent Presentation
Image of Toby Atkinson Toby Atkinson
Cintas Corporation
5 / 5
Excellent Presentation
Image of Vicky L. Vicky L.
Compensation Professional
3 / 5
Good Presentation
Image of Jen Morris SPHR Jen Morris SPHR
BURNS AND ROE GROUP INC
4 / 5
Very Good Presentation
3 / 5
Good Presentation
Image of Charlie Madere Charlie Madere
NewSigma, LLC
5 / 5
Excellent Presentation
Image of Jay Liwanag Jay Liwanag
Noblis, Inc.
3 / 5
Good Presentation
3 / 5
Good Presentation
3 / 5
Good Presentation
Image of Constance Portis Constance Portis
Pennsylvania Auditor General
4 / 5
Very Good Presentation
Image of Jackie Hock Jackie Hock
Dealer Tire LLC
3 / 5
Good Presentation
Image of Brad Burnaman Brad Burnaman
Varicent Software Inc
5 / 5
Excellent Presentation
Image of Carolyn McCormick Carolyn McCormick
Culligan International Company
3 / 5
Good Presentation
Image of Gary Iscoe Gary Iscoe
Steinger, Iscoe & Greene, PA
4 / 5
Very Good Presentation
Image of Charles Spinnato Charles Spinnato
Sprint Nextel Corporation
3 / 5
Good Presentation
5 / 5
Excellent Presentation
Image of Kathy Maurer Kathy Maurer
Iasis Molecular Sciences
4 / 5
Very Good Presentation
Image of Yelenia Almarales, MPA, SPHR Yelenia Almarales, MPA, SPHR
Florida International University
5 / 5
Excellent Presentation
Image of Roger Rosas Roger Rosas
Human Resource Professional
4 / 5
Very Good Presentation
Image of Tina Byrd Williams Tina Byrd Williams
DS Waters Of America Inc. (Corporate Office)
I would not recommend this presenter. The presentation did not go indepth into the topic. It was a general overview of how the company can offer tools to help your organization. 3 / 5
Good Presentation
Image of Miriam Berger Miriam Berger
A Hire Authority

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