The ideal sales compensation plan drives the performance of employees, but in today's competitive environment, altering commission systems is insufficient for companies looking to generate significant ROI improvements. Businesses need sales coaching tools to boost the abilities of their employees, and must also have the capability to measure changes in performance.
Traditional incentive plans focus on eliminating expenses, but firms can see better results by creating value within their compensation structures. Combining coaching with commission systems enables firms to realize their full ROI potential by focusing on areas that make the most significant improvements. Targeting the middle 60 percent of performers allows organizations to see better results while keeping expenses down. A 6 to 8 percent performance boost among the majority of sales staff can make all the difference when it comes to hitting sales goals. This presentation will walk participants through the key considerations of initiating coaching systems, as well as identifying cost-saving strategies associated with commission structures.
Learning objectives for the program include determining and refining ROI metrics in incentive compensation plans, tracking these measurements and reporting them to management, and extending ROI with sales coaching. Specific business test cases and applicable coaching techniques will be shared to give participants the tools they need to immediately see results at their companies.
Date: Dec 3 2012
Time: 1:30 PM – 2:30 PM ET
Presenter: Doug Erb, Partner and Co-Founder (Canidium, LLC)