Session Description: 7 Awful Mistakes, 7 Awesome Sales Comp Solutions
We know sales compensation is a powerful sales management tool. We also know that sales compensation challenges plague these pay programs. Learn the seven most common sales compensation mistakes; what they are, how they arrived in your pay program and how to fix them. Well-run sales compensation programs share several important traits. Test your pay program against these seven awesome best-in-class practices to ensure your sales compensation plan is operating effectively.
David Cichelli, Revenue Growth Advisor, The Alexander Group
David Cichelli contributes his revenue growth knowledge and experience to a wide array of sales organizations. His clients include leading companies in technology, telecommunications, wholesale/distribution, financial services and healthcare. David helps clients redefine and deploy go-to-customer solutions to ensure optimal revenue performance. By applying the Alexander Group’s Revenue Growth Model™, he helps companies achieve their revenue objectives through the coordination of marketing, sales and service resources. These efforts include revenue planning, customer engagement design, sales force configuration, and program design and management. He is the Alexander Group’s sales compensation practice leader.
Widely recognized by national professional associations and trade publications for his work in linking sales compensation to management’s objectives, David is a frequent speaker on sales compensation topics. He is author of Compensating the Sales Force (3rd edition) and The Sales Growth Imperative, published by McGraw Hill. He is also the author of the Sales Compensation Almanac, published by AGI Press.