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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
Ever wonder if your sales compensation program is the most appropriate and effective plan for your company? Are your salespeople leaving because of shortcomings of their comp plan, or staying because you are over-paying them? Why can't sales people be paid an annual bonus like every other employee in your company - what makes sales comp so different than every other compensation program? Sales compensation remains one of the most difficult areas to get right - and there can be disastrous consequences if you don't. Getting it right results in a stable, productive salesforce; getting it wrong can lead to low productivity, high attrition, and an inability to attract top talent. "Understanding Sales Compensation (Sales Comp 101)" addresses these and other questions about one of the least understood and largest expenses in many companies.
Date: Sep 9 2014
Time: 1:00 PM - 2:00 PM
Presenter:
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Richard Lenahan
Praxis Sales Compensation Consulting

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Institute for Human Resources (IHR)
 
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
 
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