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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. 

Jim and Alanna have worked together designing complex sales compensation programs that align with the C-level goals at Mansfield Oil. Together they walked attendees through the real-life case study at Mansfield Oil, designing sales roles and a compensation program to align with the sales strategy.