Sales Compensation Showcase, 12 May 2016

SHOWCASE ONSALES COMPENSATIONLONDON 12th MAY 2016

DELEGATE PROSPECTUS

75 FREE TICKETS AVAILABLE

✔ Connecting compensation to the sales strategy

✔ Current trends in sales incentive design

✔ Critical considerations for sales roles

✔ Measures and mechanics

✔ Quota setting

The sales compensation plan is one of the most significant drivers of performance in the sales organisation. And it can represent one of the single largest expenses a company will incur.

‘Sales compensation powers the performance of the entire business.’ Mark Donnolo, our seminar leader and Managing Partner of SalesGlobe.

This unique event brings together leading sales effectiveness experts and senior practitioners in sales compensation management.

Learn during this seminar:

web: www.e-reward.co.uk tel: 0161 432 2584 email: [email protected]

e-reward.co.uk

E - R E W A R D P R E S E N T S

THE SEMINARE-reward has teamed up with Mark Donnolo, Managing Partner of SalesGlobe, a sales effectiveness consulting firm, to develop a focused one-day seminar that will cast a spotlight on how leaders at all levels can leverage the strategic power of sales incentives to reach the ultimate goals of their organisation. It will help you connect your sales strategies to the bottom line and develop methods to motivate and drive salesforce performance.

Mark has worked as a leading sales effectiveness consultant for more than 25 years, helping many global companies, including Accenture, Bank of America, IBM, Johnson & Johnson, LexisNexis, Orange, UPS, and Verizon.

Mark will facilitate the day, provide a series of four insightful workshops and introduce delegates to the sponsor and exhibitor sessions which will be dispersed throughout the day.

1. Connecting compensation to the sales strategy

• How should the compensation plan represent our business objectives?

• How can we better motivate our organisation to pursue the sales strategy?

• Are we paying our top sales people enough?

2. Critical considerations for sales roles

• Do our roles tightly align with each major revenue growth source?

• Do we have the right talent for those roles?

• How should we make role and coverage adjustments?

3. Measures and mechanics

• Are we using measures that favour financial and customer results rather than forecast measures or qualitative measures?

• What measures must we pay for and what measures should we expect managers to manage?

• Do our reps have significant control over each measure and level of measurement?

4. Quota setting

• Do we have a historic view or a future sales potential view on quotas?

• Are the challenges we have quota issues or broader sales performance issues?

• How do managers and reps get involved in the quota-setting process?

SHOWCASE ONSALES COMPENSATIONLONDON 12th MAY 2016

The sales compensation plan is a vital tool that keeps the daily connection between corporate growth and the salesforce. It guides and motivates the actions of the sales organisation more than any other single factor. It trumps leadership messages, sales strategies, sales management, and sales training.

But if the plan’s message isn’t clear or to their liking, your sales people will interpret it in their own financial interest. You will get what you measure and what you pay for – and it may not always be what you expect.

While its impact can be direct, the compensation plan is a fine blend of art and science that has long been a point of conflict within companies. Everyone likes to have their say on how to reward the sales team. It’s a controversial topic that few agree on.

Sales, sales operations, HR, and finance regularly engage in battles over questions like:

• Does the plan represent our business objectives?

• Are our highest paid sales people actually our top performers?

• Is the plan too expensive?

• Can we better motivate our organisation to pursue the sales strategy?

• How can we promote more of a performance-oriented sales culture?

• Can we make the plan simpler to understand?

• Can we make the plan easier to administer?

• Are sales quotas penalising our best performers?

• How can we set quotas that better represent the sales potential in our markets?

Too often, these battles lead to sales compensation programmes that are compromises between parties, ultimately leading to underperformance in the business. Above the fray, senior executives look on, often asking only the most general questions. All too many of these senior executives, concerned about the next quarter and the remainder of the year, miss opportunities to use sales compensation as a tool to drive growth.

As part of your course materials, all delegates will receive a copy of Mark’s recent book, What Your CEO Needs to Know About Sales Compensation: Connecting the corner office to the front line (AMACOM, 2013).

MARK DONNOLO Mark is a founder and managing partner of SalesGlobe, a sales effectiveness consulting firm that works with major sales organisations on sales strategies to grow revenue. SalesGlobe focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of sales, marketing, and service organisations. Areas of focus include sales strategy, customer segmentation, channel strategy, sales organisation design and deployment, performance management, and incentive compensation.

Mark’s work spans several industries including technology, telecommunications, business services, manufacturing, staffing, and financial services, in the USA and Europe.

Previously, Mark was:

• Senior Vice President with MarketBridge, leading the firm’s sales effectiveness practice.

• Partner and Senior Vice President with Sibson Consulting, where he was on the firm’s management team and led its sales and marketing effectiveness practice.

• Vice President with The Alexander Group.

• Consultant with Siegel & Gale/Saatchi & Saatchi, an international marketing and advertising firm.

• Co-founder and CEO of Biltmore Communications.

• President of InfraStream, a venture-funded VoIP service provider.

Mark is a regular conference speaker on sales compensation and is the author of numerous articles in publications that include Fortune, Sales & Marketing Management, Selling Power, Success, Telecommunications, Telephony, Investment Property, Velocity, Workspan, American Way, and Marketing News.

His recent books on sales effectiveness and reward include:

• What Your CEO Needs to Know About Sales Compensation: Connecting the corner office to the front line (AMACOM 2013).

• The Innovative Sale: Unleash your creativity for better customer solutions and extraordinary results (AMACOM 2014).

There are 75 free tickets at this event reserved for senior reward, sales and finance managers. So if you have responsibility for sales compensation programmes in an organisation with more than 300 employees, apply now for one of our 75 complimentary places.

Titles qualifying for a free ticket include:

• Head of Reward; Director, Compensation; Director, Sales Compensation

• Reward Manager; Incentive Manager

• HR Director

• Director, Sales Operations; Sales Director

• Finance Director; Vice President, Finance

YOUR INVITE TO ATTEND THIS EVENT

RSVP Please email [email protected] for your free tickets.

THE VENUE The event will be held in central London.

De Vere Holborn Bars, 138–142 Holborn, London EC1N 2NQ

De Vere Holborn Bars was formerly the home of the Prudential. It’s an incredible venue steeped in history, but with free speedy wi-fi, a huge conference room in the centre of the building with a reception area dedicated to the E-reward Showcase event.

The venue is located right next to Chancery Lane tube station.

It’s a short taxi ride from London St Pancras (Eurostar terminal), Euston, Kings Cross, Charing Cross and Waterloo rail stations.

EXHIBITOR SHOWCASE This one-day seminar and accompanying exhibition has been carefully designed by E-reward to offer senior practitioners responsible for designing, implementing and managing sales compensation programmes help in choosing the best advice, solutions and services available for your organisation.

› Showcases some of the best sales compensation services in the market.

› Review, in one day, some of the leading solutions currently available, and the key aspects of each, including cost indications.

› Features interactive and case-study sessions hosted by suppliers.

9.00 REGISTRATION AND BREAKFAST

SHOWCASE: Join us for breakfast and networking whilst visiting our exhibitors.

10.00 INTRODUCTION – A GUIDE TO THE OBJECTIVES OF TODAY’S EVENT

Mark Donnolo, Managing Partner, SalesGlobe

10.10 #1: CONNECTING COMPENSATION TO THE SALES STRATEGY

• How should the compensation plan represent our business objectives?

• How can we better motivate our organisation to pursue the sales strategy?

• Are we paying our top sales people enough?


10.40 SPONSOR PRESENTATION

11.10 SPONSOR CASE STUDY

11.25 SHOWCASE: A chance for refreshment whilst visiting our exhibitors.

11.45 #2: CRITICAL CONSIDERATIONS FOR SALES ROLES

• Do our roles tightly align with each major revenue growth source?

• Do we have the right talent for those roles?

• How should we make role and coverage adjustments?




1.00 JOIN US FOR LUNCH

SHOWCASE: A chance for refreshment whilst visiting our exhibitors.

1.45 #3: MEASURES AND MECHANICS

• Are we using measures that favour financial and customer results rather than forecast

measures or qualitative measures?

• What measures must we pay for and what measures should we expect managers to

manage?

• Do our reps have significant control over each measure and level of measurement?




3.00 SHOWCASE: A chance for refreshment whilst visiting our exhibitors.

3.15 #4: QUOTA SETTING

• Do we have a historic view or a future sales potential view on quotas?

• Are the challenges we have quota issues or broader sales performance issues?

• How do managers and reps get involved in the quota-setting process?




4.30 PANEL SESSION: Mark and the sponsors answer your questions.

4.50 PRIZE DRAWS!

Collect your copy of Mark’s book

5.00 CLOSE

THE A

GEND

ASHOWCASE ONSALES COMPENSATIONLONDON 12th MAY 2016

Sales Compensation Showcase, 12 May 2016

Business

Transcript of Sales Compensation Showcase, 12 May 2016