SalesGlobe and SalesGlobe Forum present Strategic Sales Compensation Workshop 2012

Based on the upcoming book:
What Your CEO Needs to Know about Sales Compensation


Morning Agenda
Breakfast and Networking

Morning Session 1: Driving Your Sales Strategy with Compensation
• Aligning to the Strategy
• Setting Your C-Level Goals
• Twelve Steps to Evaluating and Designing Your Sales Compensation Program

Morning Session 2: The Role of the C-Level: Getting Involved the Right Way
• Providing Strategic Direction
• The C-Level in the Details
• Testing the Proposed Program and Communicating to the Field
• What are the Right Questions to Ask Your Organization?

Morning Session 3: Measure Twice, Pay Once
• Performance Measures³ (Cubed)
• Performance Measure Pitfalls
• Measuring Strategic Accounts, Solutions, and Mega Deals
• Your Measurement Challenges

Break

Morning Session 4: A Quota Quandary: Setting Equitable and Profitable Sales Goals
• Some Challenges with Quotas
• The Forensics: Do You Have a Quota Issue or a Sales Effectiveness Issue?
• Ten Success Factors for Better Quota
• From History to Opportunity

Lunch

Afternoon Agenda
Afternoon Session 5: Understanding and Rewarding Sales Management
• What Motivates Managers?
• The Sales Management Offer
• Sales Compensation Ideas for Sales Managers

Afternoon Session 6: Making Change
• Understanding Your Change Environment
• Motivators of Change
• Learning Modes
• Making the Change Successful

Afternoon Session 7: Open Forum and Your Strategic Sales Compensation Report Card: Getting Your Grade and Taking Action


Register today for Atlanta or San Jose!