Managing Sales Compensation in
Today's Tough Economy

Pacific NW 
Compensation Forum 
Quarterly Meeting
 

(Click for Details)

Sales compensation is in trouble. The current economic uncertainty has
undermined the motivational power of many sales incentive programs.
Performance expectations remain high. Sales opportunity is low.
And, many sales people are out of the money.

To restore the motivational power of sales compensation, many top sales organizations are redesigning or recalibrating their sales compensation
programs. Some of the challenging questions they are dealing with include:

• How has the company’s business strategy changed and
  what are the implications for sales compensation design?

• Should sales goals be reset? How?

• How should the sales compensation program be changed
  to reflect sales force downsizing?

• How valid is sales compensation survey data that
  was collected in richer times?

• What should be done to ensure adequate living income 
  for sales people?

• What short-term actions, such as SPIFs, contests, etc.,
  can be taken to raise sales force  morale?

Speaker: TBA