Keynote presentation.

1. Return on Rewards: The Science of Motivation
#spicycomp

2. Incentives Work

3. How do we know: Stop smoking now!

4. How do we know: The Math Problem

5. Why don’t we use incentives more?

6. Wrong

7. Lack of Visibility

8. Misalignment

9. This is a BUSINESS problem
FASTER
REVENUE
GROWTH
>2x
SHORTER QUICKER
SALES SALES
LOWER CYCLES
SALES
TURNOVER
MORE REPS 37%
MAKE 36%
QUOTA
25%
SOURCE:
Aberdeen Dec 2011
7%

10. Right tools: Leaderboards

11. Right tools: Mobile

12. Right tools: Integration
“Marrying CRM and
compensation data
yields superior sales
effectiveness results.”
– Aberdeen
“Integration of personal
compensation with the
CRM system will promote
CRM adoption.”
– Aberdeen

13. Best Practices
Variable Pay or Base Pay?
What's the best way to incent?
Pay on discount %?
President's Club Eligibility?

14. Key Learning: What is great performance?
17% of your reps should be making more than 120% of quota:

15. Key Learning: How many measures?

16. Key Learning: Don’t lose your best reps

17. Key Learning: When do managers release bad reps?
IF THE POOR REP
MANAGER IS: TURNOVER IS:
HITTING QUOTA 22.2%
MISSING QUOTA 18.6%
ON THE MARGIN 5.6%

18. Key Learning: When do managers offer quota relief?

19. In Practice: LinkedIn
Global Salesforce:
Over 1,200 sales pro’s with a variety of offerings
Scope of Sales Operations @ LinkedIn:
Sales Operations,
Systems, analysis, and strategy services
Sales Development
High volume and quality lead generation
Sales Productivity
Training, methodology, and related
Brian Frank programs and systems
Head of Global Sales Sales Channels/Agency Relations
Operations Agency partners and other sales channels

20. Questions?