Simple vs. Fair: Minimizing Measures to Maximize Results in Your Sales Comp Plans 2013

Topics

• Know your goals - be very clear about the business objectives for your sales compensation plans
• Short case of an a dramatic plan simplification
• No small opportunities - how much compensation does it take to drive focus and make a difference
• Limit measures - learn the characteristics of good measures, and why three is all you ever need
• Use all your tools - there’s more to managing sales people than the right comp plan; know what the comp plan can and can’t be expected to do well, a what other options you have
• Motivate good performers - focus the plan mechanics on making your good people better; use performance management to raise the performance of the under-performers, or manage them out of the business

Who should Attend

• HR Managers
• HR Generalists supporting sales teams
• Sales Leaders
• Compensation Managers
• Business Owners