Webinars & Speaking
Steady Selling for Stable Revenue – Linearity Incentives that Actually Work
Linearity is steady selling through a year, or a quarter, or even a month. It matters to many businesses, and so many try to incentivize it in their plans. Click through for a collection of all the best ideas to help your team sell more earlier, and more steadily all year.
Webinar: Predicting the cost of your sales compensation plans
(52 mins) Predict the cost of your proposed new plans using the right aggregate cost modeling technique. View this webinar to understand three good bases for modeling the cost of the new plans based on either a synthetic distribution, your historical performance distribution, or a simulation. Example of all three are provided in a downloadable Excel file.
Covid 19 and Sales Compensation: Planning for 2021
Managing sales compensation in 2021 will require collaboration across disciplines, a willingness to make assumptions and adjust later, and an agile sales and compensation management process.
Covid 19 and Sales Compensation: Adjusting Plans Mid-Year
With little understanding of the extent and duration of the unfolding situation, how should sales compensation plans be adjusted, and when?
Webinar: How Much Is Too Much? Predicting and Assessing the Cost of the Sales Team
(62 minutes) The question of the year seems to be, “What should our sales compensation costs be?” Join Donya Rose of The Cygnal Group and Kevin Gray of IBM as they discuss best practices in modeling the cost of sales compensation, and the best ways to balance motivation for your sales people and value for the business.
Webinar: Sales Compensation in a Recurring Revenue Business
(57 mins) 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…
Webinar: The End of Weighting – Relative Rate Plans to Balance Focus
(54 mins) 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.
Speaking: Top Tips for Top-Line Success (How HRBPs Can Contribute to Successful Selling)
Mark Briggs and Donya Rose presented at WorldatWork’s Total Rewards Conference on this topic. We share a downloadable copy of the presentation materials, along with other useful tools.
Webinar: Sales Forecast Accuracy and Incentive Design
(33 minutes) 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.