The Keys to Sales Compensation Success

Companies continue to be challenged with compensating their sales force. Often, sales compensation plans fail because they do not motivate the right behaviors from its participants.

Many plans are redesigned, almost on an annual basis, in an effort to steer sales in the right direction, but they only succeed in encouraging the same behaviors that they were trying to avoid and increasing the discontent of an already cynical sales force.

However, there are solutions that can encourage salespeople to perform relative to the company's goals and objectives.

This conference will provide a brief but important look at a systematic approach and the key factors that must be considered in designing an effective sales compensation program, from determining the role of the sales people, to deciding how to reward sales activities.

A discussion of why some plans are highly successful, while others fail to achieve the desired results, will also be covered.

Learning Objectives

• Identify the principles of sound sales compensation plan design
  
• Determine how the role of the sales person impacts his/her ability to achieve the company's sales goals
  
• Learn the systematic approach to plan design that incorporates all of the relevant factors into a cohesive plan
  
• Discuss creative ways to reward sales people based on the type of sale
  
• Understand the pitfalls that negatively impact plan design and effectiveness, and how to avoid them