Market Areas > Human Resources > Sales Compensation

Sales Compensation Makeover: Building Sustained Profitability into Your 2012 Plan

Course Description:

Why do 90 percent of sales organizations change their compensation plans annually?

Because one size definitely does not fit all… and finding that magic compensation mix that addresses all of your companies needs is not an easy task.

Don’t let the 2012 begin with a less than effective sales compensation plan.  Join our expert faculty in this engaging audio conference to learn best practices and practical methods for:

• defining and communicating a compensation plan that will work for you,
• managing the process for program review and improvement, and
• recognizing why sales plans often fail.

Course Highlights:

During this comprehensive program, you’ll also learn:

• How to craft and communicate a plan with ‘specific’ terms that explain how much and what the company will pay for
• Best practices for balancing profitable revenue growth while preserving core business revenue, and recognizing customer lifetime value
• Methods for setting a realistic and specific compensation mix (salary vs. variable pay)
• How to analyze the long term effects of unusual pay-for-performance distributions
• Key strategies for defining  a focused set of performance measures
• What to include so that the plan takes into consideration the entire sales lifecycle

faculty:

Gary Lawrence, Principal, The Cygnal Group

Gary Lawrence is a Principal of The Cygnal Group located in Atlanta. He has over 25 years of experience in managing sales operations organizations and in evaluating, designing, and implementing sales and customer service incentive compensation programs. He has led projects in clarifying sales strategy, aligning organization structures and jobs to the strategy, defining key performance measures, and redesigning the incentive compensation plans.

Prior to joining The Cygnal Group, Gary was the Director of Sales Compensation at Waste Management for seven years advising senior management on the design, implementation, and administration of over fifty sales and customer service incentive compensation plans. Before joining Waste Management, he was a Principal at Towers Perrin for ten years and a Senior Consultant at The Alexander Group for four years. As a consultant, Gary led projects for firms in telecommunications, financial services, consumer products, chemicals, pharmaceuticals, logistics, industrial products, and business-to-business services.

For nine years he worked in sales operations and human resources management at MCI Telecommunications and Sprint. Gary was a Personnel Psychologist in the United States Air Force for eight years, serving two years as an exchange officer with the Royal Australian Air Force.

Gary holds a MBA from the Owen School of Management at Vanderbilt University, a Masters of Arts in Industrial Psychology from St. Mary’s University of San Antonio, and a Bachelors of Arts in Psychology from the Florida State University.

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:

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."

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