Compensation Training Seminar: Viewing Sales Compensation from a Sales Manager’s Perspective
Are you reflecting on what changes you may need to make to your 2017 sales compensation plans? Have you considered all the things you need to know first before designing and implementing any changes? Please join your colleagues in an interactive discussion to explore the aspects of the business framework underlying successful sales compensation design and implementation.
This session is a full day seminar and is intended to broaden your view of sales compensation from a sales manager's perspective and to see it within the framework of sales strategy.
What you will learn
Topics we will investigate in this that impact the successful design and implementation of sales compensation plans include:
- How companies segment their customer base,
- The various channels used to sell into those segments,
- The importance of your company’s unique value proposition in the sales process,
- Which sales strategies to consider for each client or prospect,
- What unique sales roles are required for each segment or channel,
- The various choices available by which to organize the sales function,
- How the assignment of territories or accounts affects goal setting; and
- How to apply competitive benchmarks in the design of the plans
Date: April 27, 2017
Time: 9 am to 4:00 pm
(continental breakfast, lunch, and snacks provided)
Where: Russell Investment Center, 17th floor
1301 2nd Ave Seattle, WA 98101
How to register:
Online at :Event Registration
$299 for NCRF & CWCG members // $399 for Non-Members
About our Speakers
The session will be led by Reese Bacon, a Director with The Brevet Group which specializes in sales training and sales enablement consulting with a practice located in the San Francisco Bay Area and Scott Barton, Associate Partner and leader of Radford’s sales compensation practice – Radford is an Aon/Hewitt company.
Reese consults with a variety of global and bay area technology, healthcare and life sciences, insurance and general industry companies. He will be sharing examples of tools and methodologies used during a typical sales enablement engagement and ways by which Compensation Professionals can add even more value in their working relationships with sales leadership.
Scott has over twenty years’ experience advising HR, finance, operations and sales leadership in pursuit of competitive and performance-driven sales compensation programs. Scott focuses on technology and life sciences companies, and in the course of his work helps leadership address the challenges of managing a global sales force, through organizational design, talent management and rewards
Want more information on the NW Compensation and Rewards Forum and how to join?
Visit our website at http://www.ncrf.memberlodge.org/ or contact our Membership Director, Jay Bulson at email@example.com