Name
Seller-Centered Rewards Programs: Are You Sold?
Date
Wednesday, August 23, 2023
Time
8:30 AM - 9:30 AM
Track
Sales Compensation
Session Format
Debate
Target Attendee Experience Level
Intermediate: Hands-on and Practical Application
Description
Debate the advantages of adopting a seller-centered approach to reward program evaluation as a unique method to rethink traditions that are no longer effective. By understanding how people make trade-offs we can identify ‘optimal’ rewards – a plan that delivers more value to the seller while cost neutral to the company. Facilitators will engage a mock working session to explore what sellers need under the new way of working and reimagine how sellers can be rewarded.
Learning Objectives
• Differentiate the value proposition your organization uses to compete for salespeople.
• Examine how sales analytics can be used to evaluate the effectiveness of your current reward structure.
• Apply a consumer-based statistical method to evaluate sellers’ sensitivity to changes in reward structure.
• Examine how sales analytics can be used to evaluate the effectiveness of your current reward structure.
• Apply a consumer-based statistical method to evaluate sellers’ sensitivity to changes in reward structure.
Speakers