Everything You Need To Know About Sales Compensation: The Workshop
Course Information

A hands-on two days with the top proven practices to connect your strategy to the front line. An E-reward workshop with SalesGlobe, the Creators of ‘What Your CEO Needs to Know About Sales Compensation’

Date: 18th & 19th October 2018.
Location: London.
Duration: Two days, 9am to 4pm.
Format: Classroom course.
Fees: £1,095 + VAT per delegate.

OVERVIEW

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 workshop focuses on:

  • the top challenges in companies today
  • offers logical leadership approaches, tools, and models for dealing with each of these issues
  • delves into your specific sales compensation challenges in a live format.

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.

SeslGlobe logo

ASSESSMENT OF YOUR PLAN

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.

WHAT YOU WILL GAIN FROM THE WORKSHOP

With the What You Need to Know About Sales Compensation Workshop, you will:

  • Understand the top sales compensation challenges and emerging challenges.
  • Gain a strategic context on the interactions between sales compensation, market insight, sales strategy, sales coverage, and other enabling sales disciplines.
  • Acquire a toolbox of practical sales compensation methods you can apply immediately to your programme.
  • Learn creative problem-solving approaches (including how to disaggregate your issues and think divergently) that you can apply to your work to develop ideas you would not have considered before.
  • Examine your plans with the instructors and your fellow attendees to get a live review and recommendations. We’ll review and provide recommendations you can use on up to two plan designs you submit prior to the session. If you choose, we can review your plans anonymously to maintain confidentiality and protect the innocent.
Mark Donnolo
Mark Donnolo
Founder and Managing Partner, SalesGlobe

Mark is founder and managing partner of SalesGlobe. He is the author of the books:

  • The Innovative Sale
  • What Your CEO Needs to Know About Sales Compensation
  • Essential Account Planning.

Mark has worked with Global 1000 companies around the world for the past 25 years focusing on sales innovation, sales strategy, sales coverage, account planning, sales compensation, and quota setting. Prior to SalesGlobe, he held management team positions with three major consulting firms and has also co-founded two venture-backed VoIP technology companies and a venture-backed clean coal technology company.

Mark holds an MBA from The University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia. He has served on the Board of Trustees for The University of the Arts and serves on the Alumni Council for Kenan-Flagler Business School. Mark enjoys traveling with his family, writing, drawing, and navigating the forest in his Gator with his trusty English Lab, Winston-Bubba.

Michelle Seger
Michelle Seger
Global Sales Strategy and Change Management Leader, SalesGlobe

Michelle works with leadership teams to transform their sales organisations, improve productivity, and increase return on investment in sales from sales strategy to sales organisation, to sales compensation. She has a concentration on global harmonisation for multinationals and implementing change within diverse organisations. 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 behaviours and drive performance and culture

Michelle has over 20 years of industry experience that includes technology, financial services, manufacturing, business services, consumer products, retail and hospitality. Prior to SalesGlobe, she held leadership positions with US Bank, Accenture, Georgia-Pacific, and owned an international Italian franchise. Michelle holds an MBA Emory University’s Goisueta School of Business, with a concentration in Global Business Management, and a BA in Spanish from Siena College. Michelle is a competitive triathlete and a multilingual enthusiast who enjoys international travel and spending time with her family sharing unique cultural experiences.

VENUE AND ADMIN. DETAILS

The venue for our comp & ben courses

TBC

London airports

London is served by five main airports, from the UK's main gateway at London Heathrow to London City Airport in the Docklands. For information on getting to and from London airports to Holborn in central London, visit Transport for London at www.tfl.gov.uk

Special requirements

Please let us know if you have any special requirements as soon as possible so we can plan accordingly.

Hotel accommodation

Delegates are responsible for their own accommodation.

Do you need a visa?

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.)

Please visit: www.ukba.homeoffice.gov.uk/visas-immigration/do-you-need-a-visa/

Dress code

Casual.

Documentation

You will receive your course materials on arrival for the class.

Refreshments

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.

WORKSHOP PROGRAMME

DAY 1

Top sales compensation challenges
  • What’s happening now
  • Where the trends are heading
Problem solving – round 1: What’s your problem?
  • Defining your challenge and constraints
  • Destroying barriers to problem solving
Getting strategic – it’s not just the comp plan
  • Your revenue roadmap
  • How you can have a strategic seat at the table
A model for plan design
  • How you can have a strategic seat at the table
  • Framing the plan
  • Linking pay and performance
  • Aligning team and financials
  • Operating for results
Establishing leadership direction: C-level goals
  • How you can open two way communications with your CEO, CFO, COO, CSO, and CHRO
Sales roles
  • Who needs hunters and farmers?
  • Sales role types and dimensions
  • Tools for classifying your roles
Framing the plan
  • Target pay and salary
  • Pay mix
  • The reverse Robin Hood for top performers
  • The bus protocol and thresholds
  • To cap or not to cap
Linking pay and performance – measure twice, pay once
  • Performance measures cubed
  • Performance measure pitfalls
Big deals: aligning and motivating strategic account sales
  • Defining strategic accounts
  • How customers make decisions
  • Promoting a solution sale
Here’s looking at you – round 1
  • Examining your plans – submissions from participants
  • Critique and recommendations

DAY 2

Plan mechanics
  • In a world of complexity – only two paths
  • Application and drawbacks of each path
  • Mechanics variations
A quota quandary
  • The top quota challenges
  • Balancing market opportunity with sales capacity
  • Do you have a quota issue or sales effectiveness issue?
  • Picking the right quota methodology for your business
  • Success factors for better quotas
Problem solving – round 2: Divergent thinking
  • Breaking down your problem statement
  • Identifying parallels
  • Creating new ideas
Motivating sales managers
  • A sales manager isn’t a just a big sales person
  • Critical factors for sales leader motivation
  • Creating the sales management offer
  • Sales leader structures
Managing change
  • Creating the change story
  • Leveraging learning modes
  • Creating a communications campaign
Technology and automation
  • Spreadsheets or SPM?
  • Audiences and requirements
  • Critical factors for SPM
Here’s looking at you – round 2
  • Examining your plans – submissions from participants
  • Critique and recommendations

NEXT CLASS

London 18/10/2018 - 19/10/2018

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Last updated: 22nd January 2018.