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Aligning the Stars at Total Rewards

Jim Benard, SalesGlobe’s executive director of consulting services, and Alanna Mahone, vice president of human resources at Mansfield Oil Company, led a strategic sales compensation session at last month’s WorldatWork Total Rewards conference in Washington, DC.

While sales comp is the single biggest expense for most companies with the motivational power to move financial mountains, too many executives squander the opportunity sales incentives present to directly impact the growth of the business. 

ANALYTICS AND SMART COMPENSATION: EXPANDING THE SALES MANAGER’S TOOLKIT

Guest post from SalesGlobe partner CallidusCloud. 

The old saw states that a poor workman blames his tools. These days, it could also be said that a successful sales manager credits his tools for guiding his success.

London E-Reward Showcase on Sales Compensation 2017

SalesGlobe Managing Partner Mark Donnolo and Global Practice Lead Michelle Seger hosted the UK’s largest conference on sales compensation on May 11 at the Millennium Gloucester Hotel Kensington in London. Mark and Michelle led four sessions throughout the day on sales compensation design; global harmonization; implementing incentive compensation technology; and reward analytics and performance management for sales professionals.

Your Sales Compensation Report Card

Designing a great sales compensation program that integrates with the Revenue Roadmap can be complex and time consuming, but the return can be significant. Follow the link below to a free tool – your sales compensation report card.

http://whatyourceoneedstoknow.com/reportcard/

So now is the moment of truth: How does your sales compensation plan hold up?

Communicating the New Sales Comp Plan: Key Steps Part 3

This is the third in a three-part series. Click to read: Part I: Start Strong, or Part 2: Craft the Change Story

See the Organization’s View

Communicating the New Sales Comp Plan Part 2: Craft the Change Story

This is the second in a series. Click here to read Communicating The New Sales Comp Plan: Key Steps Part I.

Communicating the New Sales Comp Plan: Key Steps Part I

Whether changing the sales compensation plan or making a change further upstream in the Revenue Roadmap, a change management plan with a heavy focus on communication will increase the likelihood of acceptance, and mitigate confusion in the sales organization. Doug Holland, director of HR and compensation for Manpower Group North America, says, “If we’re making a big change that’s going to affect a lot of people, the first question our CEO will ask is, ‘Why?

From History to Opportunity: Five Quota Setting Methodologies

Quota-setting methodologies vary based on the market and types of accounts. Approaches can range from one-size-fits-all, to a historic view to a forward-looking opportunity view.

SPM and C-Level Goals

When thinking about sales strategy and sales compensation, it’s critical to have a framework. The compensation plan should always be the caboose, not the engine. Compensation should never drive the strategy -- the strategy drives the compensation.

 

Aligning Sales Performance to Sales Strategy

The sales compensation plan is one of the most significant drivers of performance in the sales organization and represents one of the single largest expenses a company will incur, commonly tens or hundreds of millions of dollars. It’s a thin line that connects corporate growth and the rep on the street. It guides and motivates the actions of the sales organization more than any other single factor, trumping leadership messages, sales strategies, sales management, and sales training.

 

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