Recorded Version: Unlimited viewing for 6 months ( Access information will be emailed 24 hours after the completion of live webinar)
Everyone who has ever received sales compensation or managed a sales force has a point of view about what type of plan works best, but few of these perspectives are based on principles; they are based on that person's in-depth experience with a few plans. Broadening your perspective and understanding what's "in the toolbox" will enable you to see possibilities for plan design that you haven't considered, pinpoint the causes of the dysfunction in your organization, and start down the path to sensible value-creating plans that motivate your sales people and make sense for your business.Sales compensation plan design is not magic. There are well-understood principles and best practices that can serve to guide your plan design thinking and fix your problems with sales focus and sales motivation. Starting with sales role definition and pay structure creation, you will learn how to align risk and upside appropriately for the sales job. Understanding what to measure and how to balance the compensation focus among the measures will enable you to focus your sales people on the right results. An overview of payout mechanics (payout curve shape, commission vs. goal-based incentives) will help you ensure you have a plan that will work this year and in the next few years without continuous structural changes to your plans.
Donya Rose is Managing Principal of The Cygnal Group, located in Chapel Hill, North Carolina. She has over twenty-five years of experience in leading the design and implementation of systems and processes to ensure alignment of business results with top business priorities. Prior to founding The Cygnal Group, Donya was a consultant in Towers Perrin’s Sales Effectiveness Practice. Donya’s recent larger clients for whom she has led compensation design efforts include Red Hat Software, Comcast Business Services, Elster Solutions, and Novartis. In addition, Donya regularly assists smaller companies and startups with sales compensation plan design as they launch their sales teams and move through the early stages of growing their top line. Donya’s passion is practical value-creating compensation plan design supported by thorough modeling to anticipate effects of proposed plans on individuals and the company. Because clients generally choose to stay engaged with The Cygnal Group for years, Donya has had a chance to learn which plan design elements often recommended by consultants are most likely to confuse employees and/or confound plan administrators. As a result, she focuses on simple, clear designs with direct links to strategically important business results. Donya holds a Bachelor of Science in Mathematics from Davidson College, and a Master of Science in Operations Research and Systems Analysis from the University of North Carolina at Chapel Hill. She is a WorldatWork Certified Sales Compensation Professional (CSCP).