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February 1st, 2018|0 Comments
Date: Friday, February 23, 2018
Time: Noon – 1:00 PM US ET
The goal of sales compensation is to produce optimal sales performance and drive business results. Yet less than 9 percent of U.S. companies believe their sales compensation plan consistently drives precise selling behavior. This results in companies wasting hundreds of billions of dollars and failing to achieve their business objectives.
Harvard Business School’s Frank Cespedes has looked closely at sales compensation and has discovered why so many companies have sales compensation plans that don’t work. He has found that companies often buy into conventional wisdom, which holds that:
– Money is the only motivator
– Comp plans must be simple
– We pay for results, not process
However, these assertions are false, can be damaging, and need to be reexamined. Compensation is just one part of strategic sales performance management; without the link to a bigger strategic plan, even the best compensation plans won’t pay off.
On February 23, in a live, interactive Harvard Business Review webinar, Cespedes will share insights from his study of sales compensation, describe why so many companies make mistakes with sales compensation, and provide practical advice on linking strategy and sales in a way that produces real business value.
The key is aligning the desired sales behaviors with the organization’s strategy and making your compensation plan drive those behaviors. Join Frank Cespedes and HBR on February 23 to learn how to avoid common sales compensation mistakes and how to create a sales compensation plan that works.
Date: Thursday, March 1, 2018
Time: 11:00 AM – 11:45 AM PST
Most companies today are eager to streamline any process within their sales organization. Lenovo was looking to streamline their sales compensation payment process. With 30 sales reps worldwide, this was no small task.
Hear Josh Stamer, Sales Incentive and Commissions Program Manager for Lenovo, discuss how he tackled this project and why they selected CallidusCloud as their sales compensation partner, saving over 30 hours per week
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