PROVEN BEST PRACTICES IN SALES COMPENSATION: IS THE CARROT IN THE RIGHT PLACE?
Leveraging Sales Compensation Plans to Drive Sales Force Engagement and Productivity
Best Practics for Sales Compensation Plan Design
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| TOPIC: |
Leveraging Compensation to Drive Sales Force Engagement and Productivity
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| DATE: |
Monday, September 13, 2010 |
| TIME: |
1:00PM Eastern / 12:00PM Central / 10:00AM Pacific |
| DURATION: |
60 Minutes |
| OVERVIEW: |
The question is often asked, "Why do sales compensation plans change so frequently?" Surveys consistently show that approximately 70% of companies change their sales compensation plans every year. Skeptics, often from the sales force, frequently suggest that this reflects management's ongoing attempts to control or manage pay. In fact, too often the sales force will suspect that any sales compensation plan change effort is an attempt to reduce costs.
In reality, however, sales compensation plan change is typically about aligning the interests of the sales force with a company's changing business strategy. As the key priorities for a sales force shift - whether driven by internal or external circumstances - the sales compensation plan will need to follow suit.
Join Mark Davis of Valitus Group, Inc. for the The EcSELL Institute's upcoming webinar entitled "Leveraging Sales Compensation to Drive Sales Force Engagement and Productivity" to learn about the drivers of sales compensation change and gain some insight on whether it might be time to change your sales compensation plans. You'll also learn about the strategic and organizational context for effective sales compensation design as well as the key elements that comprise a compelling and motivational sales compensation plan.
DOWNLOAD a complimentary research document from the EcSELL Institute Resource Library titled "The Myth Behind Planned Obsolescence In Sales Compensation Plans"
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| PRESENTERS: |
Mark Davis, Founder and Managing Principal, Valitus Group, Inc.
Valitus Group, Inc., is a management consulting firm that helps clients improve sales force effectiveness. For over 20 years he has worked with clients on issues ranging from sales force organization structure and job design, to sales compensation plan design and implementation. Mark is the co-author of Sales Compensation Math and a contributing author of The Sales Compensation Handbook. He frequently speaks on the topic of sales compensation and is regularly quoted in leading publications, including Business Week, USA TODAY, Selling Power, Sales & Marketing Management, Workspan, and HR Magazine.
 Bill Eckstrom, Founder and President, EcSELL Institute
While a Sr. VP of Sales for a publicly traded organization, Bill found a market void in educational and developmental resources for his sales management team. As a result, he founded the EcSELL Institute. EcSELL Institute offers professional development specific to sales management. It helps sales managers stay aware of the latest trends, proven strategies, and reliable technologies as it relates to sales leadership and management. Members of the EcSELL Institute are able to make necessary adjustments in their management approach in order to optimize the productivity of their sales department and create a highly motivated sales team who regularly exceed their goals.
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