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Market Areas > Human Resources > Sales Compensation

Sales Compensation for the New Economy

Course Description:

It's easy to close business when the economy is booming. But what about when times get tough?

Today organizations are looking for ways to boost revenue and that usually means turning up the heat on the sales force to produce results. But increasing the pressure on the sales team doesn't always translate into increased revenue.

What can help to motivate your sales force is an overhaul of your current sales compensation plan because it wasn’t designed for this economic climate.

Yet, designing and managing a sales comp plan is rarely easy, and frankly, it’s never been more important or challenging as it is today.

Find out how a compensation plan designed for the current market conditions can kick your sales into high gear. Discover the critical factors that can make or break your plan, and the latest ideas and best compensation formulas to keep your sales force motivated.

By the end of this invaluable CCM audio conference, you’ll know:

How to size up your existing plan and benchmark it against the competition
Practical methods to set base pay and commission levels
Key things to consider when defining sales compensation objectives
Best practices for using incentives, contests, and recognition programs
How to base quotas and ranges on realistic estimates
Tips for balancing individual sales rewards with team-based incentives
Best practices for designing and road testing your plan
Techniques and tools for monitoring the plan once in place

Featured Faculty:

Greg Blysniuk, Founder and Principal Consultant, TopLine Sales Compensation Solutions

Greg Blysniuk, founder and Principal Consultant of TopLine Sales Compensation Solutions, is dedicated to helping clients transform their sales compensation plans into competitive advantage. With experience dating back to 1991, he offers deep insights into the operational and strategic issues that are integral to effective sales compensation.

Liz Cobb, Founder, Chairman and CEO ( www.makanasolutions.com )

Liz Cobb is an innovator in the sales comp field. She founded two other incentive-compensation companies before her vision of self-serve on-demand sales compenation inspired her to create Makana Solutions. With the release of Makana Motivator Pro, her goal of providing an affordable set of easy tools to help with sales compensation planning, as well as administration – has been realized.

Prior to Makana Solutions, Cobb founded ViComp Management, Inc. (1991) and Incentive Systems (1997) where she coined the phrase EIM (enterprise incentive management) and pioneered the market category. Under her leadership, Incentive Systems delivered the industry's first comprehensive software solution for incentive compensation, and grew the company to more than $22 million in revenues by 2002.

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	CCM Preferred Customer Price
CD and Event Materials	$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 1.5 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.

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