Name
Motivating Beyond the Sales Force: Designing Effective Incentives for Sales-Adjacent Roles
Date
Monday, August 21, 2023
Time
1:30 PM - 2:30 PM
Track
Sales Compensation
Session Format
Presentation
Target Attendee Experience Level
Intermediate: Hands-on and Practical Application
Description
Short-term incentives can be powerful tools for motivating and rewarding people in your organization. They can be leveraged to motivate sales-adjacent roles too – who have historically not been eligible for a metrics-based incentive plan. However, not everyone should be eligible for them —and not everyone wants to be! Join this session to learn optimal criteria for designing incentives for employees in various sales-adjacent roles and situations. Go beyond the basics of “customer facing or not” to make better decisions around incentives eligibility and design for your organization!
Learning Objectives
• Understand key considerations when evaluating sales-adjacent roles for short-term incentive pay eligibility.
• Examine the incentive design considerations for sales adjacent roles with the pros and cons of making such roles incentive eligible from the lens of each consideration.
• Weigh the downsides of leveraging short-term incentives for the wrong roles and situations.
• Examine the incentive design considerations for sales adjacent roles with the pros and cons of making such roles incentive eligible from the lens of each consideration.
• Weigh the downsides of leveraging short-term incentives for the wrong roles and situations.
Speakers