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Topic:
Hot Buttons: Seven Pressure Points Between Sales Roles and Incentives
Date:
September 22, 2011 at 3:30 - 4:30 PM ETPresenters:
Register for the Virtual Conference to obtain webcast schedule and registration access by clicking on the 'view event' button below.
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Description
A successful sales compensation program motivates your organization and drives performance toward your most important business objectives. However, the sales compensation plan doesn’t operate in isolation. Its success depends upon its alignment with the organization’s sales strategy and sales roles. These pressure points between the “upstream” sales roles and the “downstream” incentive plan can either enable the flow from strategy to motivation or kill a seemingly good plan.
In this session, Mark Donnolo discusses these pressure points – the top issues companies face with incentive plan alignment – and approaches to apply the right practices to your business. Key learning areas include: • Following Your Revenue Roadmap. Sales compensation can enable (or disable) business performance through its alignments with upstream disciplines such as sales strategy, segmentation, sales roles, and sales process. Is your sales compensation plan fuse popping because of a sales alignment issue? • Articulating C-Level Objectives. Understand the true north for your business to make sure the plan is pointing in the right direction. What is your CXO thinking and how can you respond? • The Sales Strategy Pressure Points. Each sales role is created to fulfill a certain sales strategy. What strategy points should be represented in the incentive plan? • The Sales Process Pressure Points. The pay plan drives action, or inaction, in the sales process. How should the plan represent your desired sales process? • The Quota Pressure Points. Quotas and goals are the lynchpin between the plan and performance and critical to each sales role. How can you make sure your quotas represent your roles? • The People and Change Pressure Points. How you change the plan can determine how well it will be adopted and ultimately how the organization will perform. How can you plan your change process for the people in the roles? Join Mark for this informative discussion and take away some concepts and tools you can apply immediately to take advantage of the pressure points and get clear alignment to your strategy and roles. |
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Who Should Participate
HR managers, directors, vp's responsible for compensation
What You Will Learn
1. How to align an incentive compensation plan with the organization's sales strategy and sales roles.
2. How to find the true north for your business to make sure the compensation plan is pointing in the right direction. What is your CXO thinking and how can you respond?
3. Quotas and goals are the lynchpin between the plan and performance and critical to each sales role. How can you make sure your quotas represent your roles?
4. How you change the plan can determine how well it will be adopted and ultimately how the organization will perform. How can you plan your change process for the people in the roles?
Recommended Resources
www.TheSalesLeadershipForum.org; www.SalesGlobe.com; www.TheSalesLeadershipForum.wordpress.com Communities
Compensation
Performance Management Motivation Job Description Pay For Performance Compensation Planning and Management ECS - Enterprise Compensation Solutions Incentives, Rewards and Recognition Executive compensation Sales force compensation Pay Strategies Pay for Performance Planning and Management Executive Compensation Management Variable Pay Skill/Competency Based Pay Pay for Performance Base Pay |
Presented by
Event Sponsors
SalesGlobe
SalesGlobe helps companies connect their sales strategies to the bottom line. We provide a range of sales effectiveness services that concentrate on sales transformation, process and coverage design, sales compensation and sales operation management.
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WorldatWork Society of Certified Professionals. Recertification credit for this event applies to the Certified Compensation
Professional (CCP®), Certified Benefits Professional® (CBP), Global
Remuneration Professional (GRP®), Work-Life Certified Professional (WLCP®),
Certified Executive Compensation Professional (CECP™) and Certified Sales
Compensation Professional (CSCP™) designations granted by WorldatWork
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Recertification credit for this event can be taken by entering it into your online WorldatWork Society recertification application and entering the program date, title and length. Please note that the CECP and CSCP designations require a minimum number of credits from executive and sales compensation-related activities. For more information on recertification, visit the WorldatWork Society recertification webpage at www.worldatworksociety.org/recertification.
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