Sales Compensation – Facing the Challenges, Experts Weigh In

Survey reveals two-thirds of companies use three or less performance measures in their sales compensation plans. Join sales compensation experts Jerry Colletti  (Colletti-Fiss LLC )and Mark Davis (Valitus Group, Inc.) to find out why less is more when it comes to sales compensation.  They will share their expertise on analyzing survey results from the second annual WorldatWork Sales Compensation Survey and identify the challenges companies commonly face, including:

  • Plan change – tweaks vs. substantial change to support strategy— Are organizations growing weary of plan change?
  • Shifts in pay mix as a result of changing sales roles — Are companies aligning their pay mix as a result of changing sales roles?
  • Performance measures link to Sales Comp ROI — Are companies really achieving an incremental return or simply paying for same results (at high costs) year in year out? 
  • Roll-out support — Are front line managers well prepared to launch and manage new plans? How can the sales compensation professional help?
  • Governance — In what ways is the role of Board’s Compensation Committee changing relative to involvement with sales compensation?

During this session, you will gain an understanding of current practices that can be used to influence investment decisions in sales pay.

Who Will Benefit:  Mid-Level Sales Compensation Professional who design and implement sales compensation plans, Sr. Level Sale Compensation professional or Sr. Compensation Analyst

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90-120 Minute Recorded Training 60-Day Access $149 USD each $189 USD each
Prices are subject to change without notice. All sales are non-refundable.  Canada customers, all prices are subject to GST/HST as applicable.  For multiple or bulk purchases, contact a WorldatWork Educational Advisor at onsite@worldatwork.org or toll free 877-951-9191.
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