Incentive Planning | Sales Compensation

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Market Areas > Human Resources >Incentive Planning

Incentive Planning: 7 Loopholes Your Sales Team Hopes You Never Discover

Course Description:

The good news? Sales incentive plans work. The bad news? Not in the way you may have intended.

Many sales incentive plan features allow a plan to be "gamed" by salespeople in ways the company did not intend. When this happens, salespeople win, companies lose.

How do you know if your plan is at risk? And more importantly, how do you fix it?

Course Highlights:

Knowing how to properly identify possible ways to game your sales incentive play before you communicate it to the field is essential for company and salesperson alignment. During this information-packed audio conference our expert faculty will advise you on:

Identifying the 7 most common ways salespeople game their plans
Stories and case studies illustrating the ways plans can be gamed, and
How to address (and avoid) the most popular ways plans can be gamed.

This candid discussion of intended and real incentives will also help you to:

Create an incentive design that balances both risk and rewards
Motivates appropriate behavior without excessive risk, and
Addresses enterprise and individual goals.

Faculty:

Chad Albrecht, Principal, ZS Associates

Chad Albrecht is a Principal with ZS Associates, and leads the B2B sales compensation practice. Chad is a Certified Sales Compensation Professional (CSCP) and has 14 years consulting experience with Hewitt Associates and ZS Associates. During that time, he consulted with clients to create and implement motivational sales incentive plans and set fair and challenging sales quotas. Chad has worked with clients in many industries including medical devices, software, business services, online recruitment, pharmaceuticals, and manufacturing.

Chad is the author of several articles in publications including Compensation and Benefits Review, World at Work Journal, Sales and Marketing Management, and Workspan. In addition, Chad is a regular speaker at multiple conferences.

Jonathan Ezer, Consultant, ZS Associates

Jonathan Ezer is a Consultant with ZS Associates. He designs sales incentive compensation plans for firms in a variety of industries, including insurance, business services, online recruitment and pharmaceuticals. Jonathan is a Certified Sales Compensation Professional (CSCP) and has 5 years of sales compensation design and administration experience. He has directed original research projects on variable incentive pay practices, and sales compensation loopholes.

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:

Item	Regular Price
CD Only	$269.00

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 1.25 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.

"The use of this seal is not an endorsement by the HR Certification Institute of the quality of the program. It means that this program has met the HR Certification Institute's criteria to be pre-approved for recertification credit."

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