Date: 14th June 2019.
Duration: One day, 9am to 4pm.
Format: Classroom course.
Fees: £595 + VAT per delegate.
The sales compensation plan is one of the most significant drivers of performance in the sales organisation and represents one of the single largest expenses a company incurs, commonly tens or hundreds of millions of pounds each year. It’s a thin but vital long-distance line that keeps the daily connection between corporate growth and the rep on the street. It guides and motivates the actions of the sales organisation more than any other single factor. It overpowers leadership messages, sales strategies, sales management, and sales training. If there is a hard wire between the front line and the corner office, sales compensation is it.
The day following our conference on incentive compensation, Mark Donnolo, SalesGlobe’s sales compensation expert, and Michelle Seger, the firm’s strategy and global practice leader, will hold a one-day workshop that will deliver SalesGlobe’s practical approach to incentive compensation and best practices in a deep-dive interactive workshop. This masterclass provides business professionals the information they need to understand the right type of incentive plans for their business that will deliver the expected results.
You will come away with answers and approaches you can use right away. Each workshop participant will receive workshop materials plus a copy of the best-selling book, What Your CEO Needs to Know About Sales Compensation.
To get an assessment of your plan during the workshop you can submit up to two plan designs for a live critique by the instructors. You can also get an early self-assessment by getting your Strategic Sales Compensation Report Card at www.WhatYourCEONeedstoKnow.com.
This class is perfect for all business professionals that impact incentive plan design and drivers.
With the workshop, you will:
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:
Mark is a regular conference speaker on sales compensation and is the author of numerous articles in publications that include Fortune, CFO Magazine, 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: Essential Account Planning: Five keys for helping your sales team drive revenue (ATD 2017); 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).
Michelle is known for her unconventional thinking style, ability to identify with her clients and successfully navigate an organisation through change. As a previous business owner of an international retail franchise, she understands the challenges business leaders face in a complex global business model. Considered an expert in her field, Michelle is a keynote and conference speaker and is frequently quoted in the national business and trade media on current and changing business trends that impact people, shape behaviors and drive performance and culture.
Michelle is a management consulting professional with broad industry experience that includes manufacturing, retail, financial services, consumer products, telecom, hospitality, auto, and technology. Previous experience highlights:
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Please let us know if you have any special requirements as soon as possible so we can plan accordingly.
Delegates are responsible for their own accommodation.
A questionnaire on the UK Border Agency web site will help you to decide whether you need to obtain a visa before you travel to the UK. It also contains guidance on the type of visa that you might need. The questionnaire is for all foreign nationals who want to come to or transit the UK. ('Transit' means to pass through the UK on your way to another country without staying here.)
You will receive your course materials on arrival for the class.
At registration we will serve you complimentary teas and coffees. Mid-morning break of teas and coffees are served at around 11.00am. Lunch will be served at approx 12.30pm.
Together we will analyse and discuss components of your plans and discuss solutions to drive performance and behaviors you want.
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