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Virtual Conference Webcast
ROI is a critical conversation that invariably arises when designing sales compensation. Executives want to know:

• How much is the sales compensation plan going to cost us?
• Is this a good investment of our money?
• What should we expect back?

Common challenges include:

1. What return should we expect from the sales compensation investment, and how we should look at that return? Is it a flat dollar return, or a flat dollar amount that we pay? If we go over $57 million is that a bad thing, or should we look a percentage of sales?
2. What strategic changes are driving our investment? We have had some changes in the organization and we’re pursuing new strategies that require us to make additional investments.
3. What are the right metrics to use for ROI?
4. How long should we wait to actually see an ROI? How you measure ROI on a job that’s producing zero revenue if it’s a multiyear sales process, but we know they’re doing the right thing? How do we justify that from a financial perspective?
5. How do we get everybody to speak the same language? This is one of the trickier questions. It’s a multifunctional problem, involving sales, HR, sales operations, and finance working together for a return on the sales compensation plan.

This webinar will offer four specific strategies to planning for and measuring the ROI of your sales compensation plan.

Date: Sep 8 2014
Time: 12:00 PM - 1:00 PM
Presenter:
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Rebecca Sandberg
SalesGlobe

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Carrie Ward
SalesGlobe

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SalesGlobe
 
Virtual Conference Webcast
The IRF has been tracking human capital, recognition, and reward trends since 2008. In this presentation, Melissa Van Dyke, President of the non-profit Incentive Research Foundation provides the latest data on business and societal trends impacting the world of employee engagement, incentives and recognition. This discussion will canvass not only the latest IRF pulse studies, but also the major research available from leading consultancies, academics and business thought leaders including:

1. Results Matter - Engagement Sponsors Search For More Tangible Outcomes: Focus On Outcome-Driven Engagement Efforts Represents A New Opportunity For Incentive Travel And Recognition Programs

2. Poaching -The Battle For Talent Takes On A New Dimension: New Emphasis On Retention Gives Incentive And Recognition Practitioners A Stronger Business Case

Date: Sep 9 2014
Time: 12:00 PM - 1:00 PM
Presenter:
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Melissa Van Dyke
The Incentive Research Foundation

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Incentive Research Foundation The Incentive Research Foundation
 
Virtual Conference Webcast
Every year brings new challenges in the area of compensation. In this session, Jennifer E. Sunderland, Principle of Strategic Pay Resources, will discuss strategies for turning compensation challenges such as limited merit budget, retaining key talent, implementing a significant minimum wage increase, and stagnant pay ranges - in to affordable opportunities for companies to maximize their compensation investment. Ms. Sunderland will describe various strategies such as carve-out plans, multiple merit pools, lump sum increases, merit matrices, and variable pay plans – and address the key steps involved in implementation in order to give participants insight into which plans could work well in their organizations.

Every year brings new challenges in the area of compensation. In this session, Jennifer E. Sunderland, Principle of Strategic Pay Resources, will discuss strategies for turning compensation challenges such as limited merit budget, retaining key talent, implementing a significant minimum wage increase, and stagnant pay ranges - in to affordable opportunities for companies to maximize their compensation investment.

Ms. Sunderland will describe various strategies such as carve-out plans, multiple merit pools, lump sum increases, merit matrices, and variable pay plans – and address the key steps involved in implementation in order to give participants insight into which plans could work well in their organizations.

Date: Sep 9 2014
Time: 2:00 PM - 3:00 PM
Presenter:
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Jennifer Sunderland
Strategic Pay Resources

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Strategic Pay Resources
 
Virtual Conference Webcast
Extraordinary Performance Alignment Via Talent, Customer and Operational Rewards Centricity Overview True innovation and dramatically improved compensation practices are called for across organizations, and yet in most entities, less than 20% of rewards are actually aligned to performance metrics and key business outcomes. Most CEO’s and top HR leaders intuitively know this, and yet a way forward for most companies has been glacially slow to materialize. This webinar, drawing on case examples of hundreds of companies, will identify “next practice” methods to creating more effective compensation and rewards systems. The session will help participants discover the key business drivers and outcomes that compensation programs must support via “line of sight” alignment techniques. This is a comprehensive session for those leaders who want to demonstrate both program effectiveness and the ROI of rewards and compensation management
Date: Sep 9 2014
Time: 3:00 PM - 4:00 PM
Presenter:
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Scott Hamilton
Executive Next Practices Institute

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Executive Next Practices Institute
 
Virtual Conference Webcast
In this program, Tammy McCutchen, a former Administrator of the U.S. Department of Labor’s Wage and Hour Division, will discuss common reward programs for non-exempt employees and how they impact overtime pay. Often, when considering the cost of incentive pay, employers fail to consider the related cost of the increased overtime pay. For example, a non-exempt employee who worked 150 regular hours and 25 overtime hours during a month in which he received a $200 production bonus is also owed an additional $14.29 in overtime. Although this seems a modest amount by itself, over time and for many employees, the overtime costs quickly mount up – as does the risk of class action litigation if the employer fails to pay this overtime. In addition to providing training on how to calculate additional overtime due on bonuses, incentive pay, prizes and awards, Tammy will also cover reward programs that do not require the employer to calculate and pay additional overtime to non-exempt employees.
Date: Sep 30 2014
Time: 1:30 PM - 2:30 PM
Presenter:
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Tammy D. McCutchen
Littler Mendelson

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Littler Mendelson
 
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