Course Description
One of the most important decisions you make in your business is how to pay your sales people. It’s a decision that will affect every deal made, and your answer must reflect the type of products you sell, the type of market you’re in, the type of company you are, and the type of sales people you employ.
Put simply, your sales compensation plan can drive growth or it can cause conflict, give away too much money, and even demotivate the people you need to be out on the front lines representing your company, making sales happen.
How effective is your plan? Are you getting the most out of your sales force?
Join us for a 90-minute audio conference and find out. Two experts in sales force compensation will help you optimize your program for driving growth.
You and your colleagues will learn:
- How to structure an effective sales compensation plan that will drive growth
- The fundamental considerations that go into sale compensation design
- What it really takes to motivate sales people and how to reflect this in your sales compensation
- Why top management, HR, sales and finance must all take responsibility for designing, implementing and administering the sales compensation program
- Secrets to counseling your sales force to get the most out of their performance
- The wide range of alternative sales compensation formulas
- How to structure a sales compensation plan around the unique personality of your company
- Key indications you should change your sales compensation program
- The role your market and your product line should play in designing a sales compensation program
About Your SpeakersGERD NEUMANN, PhD, is president and CEO of GN Consulting L.L.C. Gerd has more than 20 years experience in sales and provides extensive expertise in business consulting. He achieved lasting and measurable increases in revenue and profit with companies in a variety of business sectors by applying systematic and successful sales techniques for sales teams and management tools for sales managers. He helps managers achieve their sales goals.
Gerd has extensive experiences in general management. During his successful work as CEO of Nokia Cable, a company with 600 employees, he handled multiple business cultures and successfully developed and implemented visions for future businesses. As CEO he displayed his focus on results by producing substantial increases in revenue and profit.
Gerd worked many years as Vice President of Sales in the telecommunication and data network equipment industry, and managed a profit center with more than 80 salespeople. His educational background includes a PhD from the University of Cologne.
RICK OLIVIERI has over 25 years experience in the compensation field, working on performance management, salary, incentive, stock, sales, international, and executive compensation programs. He has held managerial positions at Adaptec, Union Bank, US Sprint, and Bank of America. In addition, he was a consultant for Towers-Perrin, Sibson & Company, and Ernst & Young. He has been quoted in the New York Times, CFO Magazine and HR Executive Magazine. His most recent article was "Compensation Systems for Tomorrow" and he currently publishes an electronic newsletter called Comp Connection. He has been President of the Bay Area Compensation Association (BACA) for over 15 years, and is a former member of the HR Advisory Council for San Jose State University. Rick speaks frequently at various compensation and Human Resources organization meetings and seminars, and teaches compensation at UC Berkeley. He has a Masters degree in Industrial and Labor Relations.