Sales Compensation Forum

Meeting Highlights: 
More than 90% of companies change their sales compensation plans annually. Are you thinking about improving your company’s sales compensation plan for 2014? This workshop will provide practical, research-driven advice on how your organization can design the most effective sales compensation plan possible. To encourage dialogue, attendance will be limited to 40 participants.
About This Meeting: 

Attendees will learn the latest in sales compensation solutions, including:
Assessing the effectiveness of your current compensation plan
How growth rate drives sales job design, which affects incentive plans
Balancing incentive plans with existing pay programs
Best practices for sales compensation design
Reviewing and applying incentive formulas
Motivation principles for guiding design practices
Configuring a sales compensation design team
Managing a sales compensation support program
Effectively communicating about a new plan

 

Session Facilitator

Our session leader is David Cichelli, The Alexander Group’s principal thought leader regarding sales effectiveness challenges and solutions facing sales organizations during different stages of growth. David is a frequent speaker, author, and instructor on sales management issues and is the firm’s sales compensation practice leader and a nationally recognized expert. David is author of The Sales Growth Imperative and the bestseller Compensating the Sales Force. He developed and teaches a one-day class on sales compensation design for WorldatWork, the association of compensation professionals.
Presentations: 
Sales Organization Success in 2014
Tuesday, August 6, 2013 - 8:00am
• Sales Growth and Compensation • Confirming Job Content • Variable Plan Types • Management Philosophy • Design Type by Growth Phase
Key Sales Compensation Principles
Tuesday, August 6, 2013 - 10:15am
• Sales Compensation Principles • Design Constructs • Establishing Company Principles
Sales Compensation Formulas
Tuesday, August 6, 2013 - 1:00pm
• Formula Types • Calculation Methods • Using Linked Designs • Base Pay Management • Special Design Choices
Program Development
Tuesday, August 6, 2013 - 3:00pm
• Assessing Current Program • Design Process • Implementation and Communication