Market Areas > Human Resources > Sales Compensation

Sales Compensation Plans that Rock the Recession and Position for Success

Course Description:

With the economy in a tailspin, today’s organizations are scrambling to understand which tools, techniques, rewards and incentives will motivate their sales teams.

A sales organization’s fate relies heavily on their sales forces performance.  And considering their importance and cost, it’s critical to adjust and improve your sales teams’ effectiveness through their compensation plan.

Ineffective and poorly constructed compensation plans can have a detrimental effect on sales performance and destroy the overall effectiveness of your most powerful asset — your sales force. 

Discover how your can create, implement, and communicate a well-organized, effective sales compensation plan that motivates and delivers results, no matter the economic environment.

In this must-attend CCM teleconference, you’ll learn:

• Different compensation structures and strategies for retaining and motivating top performers 
• Best practices for defining the roles and accountability of sales
• Approaches for keeping costs and revenue in-line (compensation per dollar of sales revenue)
• How to design a compensation plan that maximizes participant buy-in
• When and how to compensate sales as teams rather than individually
• Incentives and awards that really work
• Ways to increase company loyalty
• Techniques for bringing underperforming reps up to speed
• Generational considerations for crafting an effective plan
  

Featured Faculty:

Sal DiFonzo, Partner, Upside Solutions, LLC

Sal DiFonzo is a Partner with Upside Solutions, LLC, a sales management and compensation consulting firm in Scottsdale, Arizona.  Upside Solutions specializes in the use of marketing strategies and use of sales resources to increase revenue and profits for its clients.  

Work with clients includes organizational design, strategic sales compensation, executive compensation, sales forecasting and quota setting, and sales force deployment.  Consulting engagements include work with health care, telecommunications, financial services, and high technology companies.

Sal DiFonzo establishes immediate credibility through his unique mix of compensation and sales experience.  The first half of his career included compensation positions of increasing responsibility at Fortune 500 companies IBM, Eli Lilly, U S WEST (Qwest Communications), progressing to Director of Compensation and Benefits at Honeywell International.  In addition, Sal DiFonzo was a Senior Consultant at The Alexander Group, Inc.

Mike Rose, PhD

Mike Rose is a sales operations, strategy, and planning professional with fifteen years experience in both industry and consulting. His areas of expertise include customer segmentation, sales strategy, channel design, sales and buying process alignment, performance management, quotas, metrics dashboards, and compensation design. He is also knowledgeable in sales support systems such as Compensation Administration and CRM systems, with a heavy emphasis on analytics. Mike’s solutions are data driven and rely on a scientific approach to sales and marketing issues. Industry focuses include high technology, telecommunications and healthcare. Among his work experiences, he has worked in the Central Sales Operations group at Wolters Kluwer Health, a large information services company. In addition, he worked for ten years at The Alexander Group – a prominent marketing and sales management consulting firm -- rising from Analyst to Director of the Software Services division. Mike’s education includes three degrees in Science and Engineering including a Ph.D. in Quantum Optics from the University of Arizona’s College of Optical Sciences.

Mike has published numerous articles including, “Expanding your Sales Force without Adding Headcount.”

MONEY-BACK GUARANTEE:

We're so confident you'll get what you want out of this conference that we'll refund every penny if you're not completely satisfied. No questions asked! It's 100% risk-free!

Pricing:

Unable to Attend?  Order the CD!
Your CD recording includes the complete audio conference presentation, audience Q&A and presentation materials.

APPROVED FOR RECERTIFICATION CREDIT:

HRCI - Receive 1.5 recertification credit hours toward PHR and SPHR recertification through the Human Resource Certification Institute (HRCI). For more information about certification or recertification, please visit the HRCI homepage at www.hrci.org.

Each CCM event presents a variety of information and is presented for each organization to develop its own approach and methodology.