Name
Interactive Discussion - A Serious Sales Comp Puzzle Engagement Workshop: The Shift to Consumption-Based Pricing
Date
Tuesday, August 22, 2023
Time
9:30 AM - 10:45 AM
Track
Sales Compensation
Session Format
Panel
Target Attendee Experience Level
Intermediate: Hands-on and Practical Application
Description
Consumption-based pricing, which allows customers to pay only for what they use, is on the rise in many sectors. Under this model, a contract is a commitment to a rate, possibly with minimum volumes. But you can’t discern what was “sold” until usage scales—or doesn’t. So how do you decide when salespeople get paid, and for what? In this participative session, consultant and practitioner facilitators will share their experiences and engage the audience about what currently works, what doesn’t work and possibly uncover new paths forward. Join the conversation and leave invigorated with innovative ideas!
Learning Objectives
• Understand what consumption-based pricing is, who is shifting to it and why it makes sales incentives harder.
• Assess options to motivate and focus sellers in consumption-only and in blended models.
• Examine what has worked best from the perspective of sales comp leaders.
• Assess options to motivate and focus sellers in consumption-only and in blended models.
• Examine what has worked best from the perspective of sales comp leaders.
Speakers