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Compensation webinar Aug 11 2011


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Greg Alexander, CEO of Sales Benchmark Index, reviews compensation planning best practices and real tools used in the design of sales compensation models. A presentation by Sales Benchmark Index.

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Compensation webinar Aug 11 2011

  1. 1. Welcome to today’s session….<br />Creating a World Class Sales Compensation Plan<br />August 11, 2011<br />
  2. 2. Logistics for today’s call….<br />All attendee’s will be on “silent” mode during the presentation.<br />Please utilize the “raise-hand” functionality, which will signal you have a question. <br />At the conclusion of the presentation, the moderator will facilitate the “Question & Answer” session utilizing the “raised-hand” feature.<br />
  3. 3. Today’s Guest…..<br />Greg Alexander<br />CEO of Sales Benchmark Index<br />VP of Sales at 2 Public Companies<br />Work profiled in WSJ, NYT, IBD, Fortune, MSNBC, etc.<br />Author: <br />CEO’s Guide to Getting More Out ofthe Sales Force<br />Making the Number: How to Use Sales Benchmarking to Drive Performance<br />Topgrading for Sales: World-classmethods to interview, hire, and coachtop sales representatives<br />
  4. 4. Compensation Programs: <br />Best Practice Exercise<br />Total target cash compensation is set at the 60th percentile of labor market competitors of a pre-identified list of companies.<br />Pay mix is no less than 85/15 and no greater than 50/50.<br />There are no more than 3 performance measures, one of which will be a sales production measure.<br />No measure is worth less than 15% of the pay program.<br />At least 60% and no more than 75% of reps exceed quota.<br />
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  6. 6. Commission Rates<br />
  7. 7. Role: Inside Sales Rep<br />
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  9. 9. Further interest….<br />Sign-up for a free sales compensation benchmark diagnostic by e-mailing <br />Send a copy of presentation to you<br />Additional questions can be sent directly to:<br /><br />B2B Lead Generation - The Complete Roadmap to Success No One is Talking About<br />Thursday, September 8th , 2011<br />1:00 p.m. Central<br />30 minutes<br />Register at<br />Sales Benchmark Index will….<br />Join us for our next Webinar….<br />Thank-You for attending…<br />