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The “Five Pointed Star” - Keys to Sales Compensation Success

Companies continue to be challenged with compensating their salesforce. 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 salesforce. 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 Outcomes

  • 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.

Who Should Purchase this CD?

  • Sales Managers
  • Marketing Managers
  • Business Unit Managers
  • CFOs
  • VPs

Presented By

Elwood "Chub" Dietz , CCP

Is a Consulting Manager for Corporate Compensation Partners.  Corporate Compensation Partners provides specialized human resource consulting and outsourced administration in the Compensation arena, to small and medium-sized businesses.  Services are tailored to the need of the business and can include assistance with strategy, design, implementation, or administration of Compensation programs or Salary Surveys.

Chub has over 28 years of experience in human resources.  Over the past 23 years, he has served at the  manager/director level in compensation and HRIS for multi-billion dollar organizations. 

He is a Certified Compensation Professional (CCP) and holds a Master of Business Administration from Shippensburg University, a Master of Science in Industrial Relations from St. Francis University, and a Bachelor of Science in Business Administration from Susquehanna University.  He is a long-time member of the WorldatWork Association and has served on the Mid-Atlantic regional board for the International Association for Human Resources Information Management. 

Chub has managed and directed the Salary Administration function, designed, developed, monitored, and maintained Compensation Programs, developed and administered Sales Compensation Plans, and developed and maintained Executive Base Pay and Short Term Incentive Plans.

Click Here to Order the CD

CD Only - $199*

*All CD orders will be assessed a $20 Shipping & Handling Fee for CD and Conference Materials.

Questions About this AudioConference CD? Call 1-800-431-7571

 



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Continuing Education


This program has been approved for 1.5 recertification credit hours toward PHR and SPHR through the Human Resource Certification Institute (HRCI).