Webinars & Speaking

Webinar: Sales Compensation in a Recurring Revenue Business

(56:32) Check out this practical session that will provide a grounding in best practices for sales compensation plan design in a recurring revenue business. We look at the best primary measures of sales performance, and the necessary secondary measure. We consider common mis-steps in these plans…

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Webinar: The End of Weighting – Relative Rate Plans to Balance Focus

(54:45) Learn about a new plan construct we’re calling a Relative Rate plan. In this construct, we don’t start with weights. We start with the idea that sales in a preferred category should pay out at a high commission rate than “vanilla” sales, and we directly manage the relative values of the commission rates rather than the weight for each stand-alone component.

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Webinar: Sales Forecast Accuracy and Incentive Design

Better accuracy in forecasts leads to reduced costs through better operations management, the ability to manage investor expectations and stabilize stock prices, and of course accurate sales quotas. This webinar features Kevin Gray of Anaplan and Donya Rose of Towers Watson with best practice information on sales comp plans and forecast accuracy.

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