Sales Incentives | Compensation Plan Design

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Sales Incentives: Driving Results Though Creative Plan Design

Course Description:

As we move out of some of the most challenging sales years in recent memory the majority of U.S. organizations report they plan to revise their sales compensation plans in 2011.

In fact, according to a recent WorlatWork survey, improving alignment between sales incentive pay and business strategy is the No. 1 reason why more than half of surveyed employers (51 percent) intend to revise their sales compensation plans this year.

But actually aligning them can prove trickier than expected.

As your company seeks to improve sales effectiveness and drive competitive advantage through your sales team, your compensation plan remains a dynamic and critical driver for success.

Course Highlights:

This information-packed audio conference provides an in-depth look into the key drivers for optimizing sales incentive plans, including:

Current trends in plan design and pay levels
How sales incentive compensation pay can play a key role in driving performance
Benefits a successful sales incentive program can have on your workforce
Steps to take when restructuring your sales compensation program
How to develop strategies to tie sales incentive pay to business strategy
Keys to structuring a sales incentive program that places more emphasis on business development
How incentive compensation is enabling new value-selling models
Leading edge efforts for globalizing sales incentives or planning frameworks

Bonus Material:

This essential program also includes a complimentary overview of the new 2010 Hay Group Sales Compensation Survey.

Sales incentives and commission programs have always been a critical element of sales force effectiveness, and Hay Group’s new
survey overview will help you:

compare your approach within your industry, and
look for ideas, trends and other considerations as you benchmark against others.

(Delivery in PDF format with event materials 24 hours prior to the event)

Featured Faculty:

Mark Dancer, Senior Principal and Sales Effectiveness Practice Leader, Hay Group

Recognized global channel and sales expert for life sciences, technology, manufacturing and services companies. Hands-on experience working with over 100 companies to develop go-to-market strategies and organizational capabilities which resulted in accelerated growth, increased market share, and expanded profits. Strategies implemented include market segmentation, sales effectiveness, indirect channel management, new product commercialization and channel rationalization.

Collaborative and fact-based approach helps business leaders and teams understand customer needs and channel dynamics as a means to drive innovation, strengthen partner relations and create organic growth. Industry expertise includes information and financial services, pharmaceuticals, medical devices, high-technology, telecommunications, industrial, building products and automotive markets, in North America, China, Asia Pacific, Latin America and Europe.

Industry leadership and vision helps individual companies plan change requirements for competitive advantage. Most recently, designed and conducted conferences on channel strategy and management in China for pharmaceutical and other industries, attended by global and local business leaders. Published articles, white papers and research recommending strategies for service innovation, building commercial capabilities, reinventing manufacturer/distributor relationships and reforming legacy channels.

Marc Wallace, Hay Group

Marc has worked in a wide variety of industries addressing assessment and pay issues. Marc's recent clients include GE Healthcare, ING, COUNTRY Insurance, FBL Financial Group, Tom Tom, Black & Decker, BIC Pens, Pirelli Tires, Cessna Aircraft, Astellas, ServiceMaster (Terminix, Merry Maids, TruGreen), Sony, Hitachi, and Eskom South Africa. Marc has assisted clients in the Americas, Europe, Asia and Africa.

Marc is accountable for direction of Hay Group’s Incentive Pay and Sales Compensation practices as well as projects in general rewards practices and

executive compensation. In recent years, Marc's work with clients and research in the field has been published in the New York Times, Personnel, Workspan, World at Work Journal, HR Magazine and other publications. Marc is a frequent speaker on rewards topics in addition to assisting clients to

strategically address critical compensation issues.

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

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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