Webinars

  July 15, 2009 at 02:00PM ET

The Recession may have given your company a temporary breather on trying to hold on to your best sales people, but that advantage is fading fast.

Companies that want to survive the recession - and thrive in the recovery - need a sales compensation plan that will both motivate and engage your current sales staff, and help to attract and retain future hires once the economy begins to turn around.

Find out how to tool your sales compensation plan for both the here and now, and for the coming months at this timely interactive webinar.

Your sales compensation structure is crucial. there are few other positions in an organization where the relationship between strategy and reward is quite so direct. But effectively rewarding sales performance requires a lot more than just commission-plus-bonus.

There are many elements to take into account: market conditions, sales volume, product mix, new accounts, service, tenure, and teamwork, to name a few. Set the bar too low, and your sales team won't work hard enough; too high, and they will be discouraged.

Plus, in today's shaky economy, adhering to yesterday's sales compensation structure could prove expensive. Why? If your plan is not expressly aligned with your organization's strategic goals, your sales force can't be either, and you run the risk of lost sales volume and encouraging employee turnover.

Don't let your company take that risk. Join IOMA and sales performance and compensation expert Joseph DiMisa, Senior Vice President, Sales Effectiveness, Sibson Consulting for a rigorous discussion on developing a complete performance-based reward system for your sales team that delivers results.

In just 90 minutes, you will learn:

• How to develop incentive pay differentials that truly motivate your top performers
• How to align your comp plans with effective quotas
• How you can start to position your comp plan to retain and attract as the economy recovers
• How your sales comp plan can and must support business objectives and customer needs
• How to track and assess the effectiveness of sales performance measures
• How to balance team-based incentives with individual incentives
• What to pay a "meets expectations" sales rep, or what the right salary-to-incentive mix is
• What "best practices" can we learn from in this area?

You'll also get answers to your questions in the LIVE Q&A session following the presentation. AND you can invite your whole department for one low price!

Register today for just $275 - IOMA subscribers pay just $245!

FEATURED FACULTY

Joseph DiMisa

Senior Vice President, Sales Effectiveness, Sibson Consulting, a division of Segal

Joseph DiMisa has over ten years experience working with telecommunications service providers, financial institutions, computer and communications equipment providers, and manufacturing companies to improve sales, marketing, and customer service effectiveness. He has developed new approaches to growth planning and integrated sales management systems that allow companies to build customer-based sales strategies, select and manage distribution channels, and execute growth requirements across a range of marketing and selling environments.

Joe is a frequent speaker and prolific author of numerous books and other publications. His new book, Opening the Best Practices Closet: The Sales Incentive Design Process, has just been published.