Sales Compensation Strategies: How to Motivate and Re-Energize Your Staff in the New Economy

Sales Compensation Strategies Webinar Recording

For the first time in a while, there are signs of life in the world of sales compensation.

Over the past few years, the depressed economy had executives in a survival mentality. Compensation programs -- not just for sales people but for all employees -- weren’t something managers had the time or resources to study and improve, but were simply set on autopilot while organizations treaded water.

Now that the economy is emerging from its funk, your best sales people are starting to look around for other opportunities. Are your sales compensation strategies set up in a way that will keep them from jumping ship?

Participate in this interactive webinar, and you'll learn:

• The basic objectives of compensation, and how they relate to the design of your sales compensation and performance management program
• How to honestly articulate your organization’s compensation philosophy
• Motivators that really shape decisions and how to get the ball rolling: Do you want to drive new sales? Up-sell products? Build repeat business? Increase margins? Capture marketshare?
• How to engage the benevolent three-headed monster that can help you build a successful sales compensation program: Human Resources, finance, and your sales people
• What compensation surveys don’t tell you, particularly as they apply to salespeople, and how to read between the lines
• Why a flat, cookie-cutter commission structure may work for some positions, but comes up short for hard-charging salespeople -- and how you can create a custom strategy that works
• How to tap into the internal motivators naturally in competitive sales people, and techniques to help clearly illustrate the line between sale and reward
• Why timing and instant gratification are key to keeping top salespeople engaged, while still protecting the financial interests of the company
• Creative bonuses and special incentives to build into sales compensation programs that will catch the attention of top sellers
• How to not only give sales people the nuts and bolts of the program, but also how to illustrate the “why” of what they’re doing -- the key to keeping them engaged
• Tips for keeping your program simple, and your sellers focused on what they do best: selling

In just 90 minutes, you'll learn tips to reinvigorate your sales staff with an incentive program that gets results.

This webinar was recorded on Thursday, April 19, 2012

Sales Compensation Strategies: How to Motivate and Re-Energize Your Staff in the New Economy

About Your Speaker:

Harry J. Schum is a Senior Consultant with Compensation Resources Inc. Mr. Schum has more than 25 years of compensation and Human Resources experience in both the consulting and corporate environments. His areas of expertise include executive compensation, variable pay, incentive strategies and human resource planning, and program implementation. Additionally, he works individually with senior management in transition to identify negotiating positions for potential career change opportunities.