Monday, September 22 2:00-4:30 PM Sales organizations often are unprepared for the complexity of quota setting due to the absence of a formal methodology to set quotas and link quota achievement to rewards. In many cases, quota setting and plan design are completely independent, with limited feedback mechanisms between the two processes. A well-integrated methodology for setting quotas and designing sales incentive plans reduces the operational burden of maintaining these plans, maximizes the motivational value of the plan, and provides each individual with an opportunity to link their sales performance with a tangible reward. Using real-world examples, this workshop will offer best practices and tools to:
Monday, September 22 2:00-4:30 PM In a business world characterized by fierce global competition and account demands, an organization needs strong and well-founded signals that indicate when key objectives are being met or when trouble is on the horizon. Unfortunately, most strategic account management (SAM) programs are evaluated by the sales numbers they post. This interactive session will outline seven critical metrics that will enable any sales organization to evaluate the success of their SAM program. In this workshop, participants will learn:
Monday, September 22 2:00-4:30 PM The mathematical ways in which the incentive pay opportunity relates to performance is a challenge common to all sales compensation plan designers. How an incentive formula is developed involves applying mathematics correctly to achieve a company’s desired pay-for-performance goal. Regardless of a sales compensation plan’s strategic intent, if the math associated with the formula is flawed, the plan will not work as intended and the company will not realize the desired return on its investment in sales incentive pay. Sales compensation expert and author, Mark Davis, will lead you through this workshop in which you’ll have the opportunity to apply many of the formulas and techniques critical to the sales incentive plan design process. In this hands-on workshop based on Mr. Davis’ recently released book, Sales Compensation Math (WorldatWork 2008), you will:
TUESDAY, SEPTEMBER 23 10:15 AM - 12:45 PM This workshop will provide a framework and context for developing global sales compensation plans. We will first address the continuum of selling environments that exist and the appropriate global strategy. Based on a soon to be released book, the session will cover the ten critical factors of global sales compensation design and will then address how these factors impact the core design elements of your global plans: pay levels, mix and upside, crediting, metrics/measures and plan mechanics. Specific geographic examples will be provided for each design element. Attend this workshop and:
TUESDAY, SEPTEMBER 23 10:15 AM - 12:45 PM Sales compensation plan design is a discipline, with well-established principles recognized and practiced by the professionals who do this work. Refresh your understanding of the foundation on which value-creating sales compensation plans are built. The workshop format and duration allow for lively discussion and sharing among participants, and extra focus on areas of particular concern or interest. Among the topics addressed:
TUESDAY, SEPTEMBER 23 10:15 AM - 12:45 PM An inefficient dispute resolution process can lead to salespeople spending time on correcting crediting and payment issues rather than sales opportunities. It can also be a sizeable contributor to the workload of a sales operations team. In this workshop, we will identify the common problems facing organizations with inefficient dispute resolution processes. We will discuss the steps that can be taken to analyze these problems, identify key targets for improvement, and establish processes that improve operations, sales force satisfaction, and visibility. Those who attend this workshop will understand:
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