Market Areas > Human Resources > Sales Compensation Plan Design

Sales Compensation Plan Design: Optimizing Sales Performance, Morale and Effectiveness

Course Description:

The goal of a great sales compensation plan is to align the interests of the sales team with the company’s business objectives and strategies. Sounds easy, right?

Yet many of today’s companies are lingering in a sales compensation rut brought on by poor economic conditions. But now that the economy is chugging back to life, how do you design a quality plan that optimizes your sales team’s performance, increases morale and improves effectiveness?

Course Highlights:

During this powerhouse program, our expert faculty will examine the key drivers of successful sales incentive programs and the factors you should consider when designing and/or changing your plan, including:

• How to keep strategy in mind when designing your sales compensation plan
• Which tools and methods are best for gauging the success of current plans
• 7-crucial elements of a sales compensation plan and how to mold them to fit your specific culture and needs
• The incentives that work and win with sales reps
• Motivation methods that makes sense for your team
• How to develop a workable, relevant “commission calculator”
• What companies have learned NOT to do over the past decade
• How to avoid sales compensation plan pitfalls

Featured Faculty:

Dan Kleinman, Founder, Dan Kleinman Consulting

Dan Kleinman Consulting was formed in 1992 as an independent consultancy for a broad spectrum of regional, national and international companies.  DKC provides performance, organizational planning, and reward-system design services that establish a direct link between company strategy, organizational operating style, and results.  Although Kleinman specializes in supporting small to mid-sized organizations, his clients have also included: Actel, Apple Computer, Bare Escentuals, Blue Shield of California, Brocade, Central Garden and Pet, Clif Bar, DFS,  Hyatt Hotels and Resorts, ISL, Kaiser Permanente, Levi Strauss, Logistics, Mandarin Oriental Hotels, McKesson, Nordstrom, Planters, Sephora, University of California, Wily, and VISA.

Prior to consulting Dan spent twenty years in the financial and telecommunications industries.  He managed various senior human resource functions for Pacific Bell (now part of AT&T), and Wells Fargo.  His last corporate assignment was as Vice President & Manager of the Compensation, Benefits, Human Resource Information Systems, and Payroll departments of Charles Schwab.

Dan has been asked to speak on a variety of human resource, reward and performance management subjects at various industry conferences and professional organizations.  He has written for both professional and trade journals.  Dan is used as a content expert for such organizations as Business Week, INC magazine and the Los Angeles Times.  His commentary on consulting was included in, A New Brand of Expertise (Butterworth & Heineman) published in 2004.   Dan has taught compensation principles for the American Compensation Association (now called World at Work) and the American Banking Association’s graduate school.

Dan’s recent book, All Star Sales Teams (Career Press) was released in April, 2008 and can be found at major bookstores, Amazon.com, and the Barnes and Nobles’ web site. 

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 1.25 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.