Interactive Workshop - Not in Kansas Anymore Workshop: Economic Factors, Global Crises and Sales Comp Oh My!
Tuesday, August 22, 2023
9:30 AM - 10:45 AM
Sales Compensation
Session Format
Target Attendee Experience Level
Intermediate: Hands-on and Practical Application

You’ve meticulously mapped out your sales strategies, set your goals and developed a precise sales-comp formula to drive outcomes. What could go wrong? In one word, everything. Sales compensation is unpredictable because sales are unpredictable—because the world is unpredictable. While we can’t prevent supply chain issues, a pandemic or global financial crises, we can adopt a smart, flexible mindset to mitigate the risks they create. Everyone will benefit from this interactive, insightful session about how to “future-proof” your sales strategy for success.  

Learning Objectives
• Understand which risks you need to prepare for and theprotection mechanisms you can build into sales-incentive plan designs.
• Analyze historical patterns of performance and interpret this as an input to designing smart sales incentive plan mechanics, parameters and rules of engagement.
• Evaluate and implement the right mix of sales-incentive design features to fit with the specific roles, processes and environments within which you operate.