Sales Compensation for Results

A best practice program of content, learning, and tools to make your team better sales compensation problem solvers.

A best practice program of content, learning, and tools to make your team better sales compensation problem solvers.

Description
Welcome to the Sales Compensation for Results program! Sales compensation is one of the organization’s strongest connections between its goals and front-line sales results. It’s also one of the largest costs the company has. So, getting it right to get results is critical.

In this engaging program of content, learning, and tools, Mark Donnolo, CEO of SalesGlobe and author of the books What Your CEO Needs to Know About Sales Compensation and Quotas- Design Thinking to Solve Your Biggest Sales Challenge, takes you on an enlightening adventure to evaluate, design, and implement sales compensation programs for your organization that will get the results you need.

Our mission is not just to help you assess and design sales compensation, but to help you become a better Sales Compensation Problem Solver. Mark uses an educational and entertaining blend of models, examples, data, video, and stories to accelerate your knowledge, change the way you think about sales compensation, and prepare you to create positive impact for your organization.

The program covers problem solving, plan assessment, plan design, quotas, implementation, and communication. The Sales Compensation for Results learning, tools, and insight will enable you and your team to work at a higher level of sales compensation problem solving.

The program includes

  • Video learning content
  • Online tools
  • Best practices
  • Tests to credentialize your team
  • The SalesGlobe Sage AI tool
  • Ask SalesGlobe live consultation

A Few Highlights

A Strategic View on Sales Compensation

In A Strategic View on Sales Compensation, we’re learning about some of the big sales compensation challenges and how to start your problem-solving by using some powerful problem-solving frameworks.

Framing the Plan

In Framing the Plan, we’re learning about the building blocks of sales compensation to build a solid framework for your program. We’ll take a logic-based approach to sales compensation by diving into The Sales Compensation Diamond. We’ll learn about the building blocks of sales compensation including Target Total Compensation, pay mix, upside potential, thresholds, pay differentiation, pay curves, and caps.

Linking Pay and Performance

In Linking Pay and Performance, we’re learning about defining your expectations for each sales role and determining how they’ll be rewarded. We’ll explore how to represent the priorities of each role and make the connection between performance and pay. We’ll cover performance measure types, levels of measurement, and measurement timing. We’ll also examine plan mechanics families and options for rate-based and goal-based mechanics as well as the advantages and limitations of each.

Aligning Team and Financials

In Aligning Team and Financials, we’re learning about finalizing your plan and making sure the program is effective across roles and plan types. We’re going to finalize the plans by putting the components together and mapping your plans across the organization. We’ll explore some of the practices and structures for effective quota setting.

Operating for Results

In Operating for Results, we’re learning about putting your plan into action. We’ll explore plan governance and how to operate your program. We’ll learn about how to plan for your change and communicate to the organization with a campaign approach. Then we’ll work with analytics to evaluate your performance for next year.

For more information or to get Sales Compensation for Results for yourself or your organization, just click below.

I Want My Sales Compensation for Results