Name
Effective MBO and SPIFF Designs to Support Your Sales Comp Strategy
Date
Wednesday, August 23, 2023
Time
9:45 AM - 10:45 AM
Track
Sales Compensation
Session Format
Presentation
Target Attendee Experience Level
Intermediate: Hands-on and Practical Application
Description
Standard commission and bonus-comp designs are not always effective at supporting the complex market strategies that sales teams are asked to drive. In this session, you’ll hear about a clever approach used by the Dutch information services company Wolters Kluwer, which integrated the design of immediate, short-term bonuses (or SPIFFs) with carefully crafted MBO (management by objective) goals to increase sales performance. You’ll get tips and tricks for focusing your sales team along with creative ideas for SPIFF/MBO applications.
Learning Objectives
• Understand the basic compensation design principles behind SPIFFs and MBOs.
• Apply SPIFF and MBOs in a real-world situation.
• Analyze the designs used in this case study and other strategic applications for SPIFF/MBO designs.
• Apply SPIFF and MBOs in a real-world situation.
• Analyze the designs used in this case study and other strategic applications for SPIFF/MBO designs.
Speakers