Sales Resource Group is introducing a series of FREE, online seminars intended to educate participants on the "beginning-to-end" sales compensation design process.

Online
Seminar Series

Chicago, Illinois

From the Human Resource Executive conference website:

The global economic crisis has hit all of us full bore. After dodging the bullet in 2008 by matching our 2007 record attendance, our 12th Annual HR Technology® Conference & Exposition is adjusting to the new realities we all face and will help you do more with less. First, we don’t for a second imagine that no new HR software and services will be purchased this year. Of course, they will. That’s why we’ll continue to focus on the three hottest areas in HR technology: Talent Management, Web 2.0 and Workforce Management/Analytics/Planning. But at the same time, this is the year to learn how to optimize the investments you’ve made during in the last four years; Our Second Annual Talent Management Panel will focus on that challenge, as will other sessions.

Toronto, Ontario

This future seminar will provide participants with valuable information for designing sales compensation plans in advance of the next fiscal year. Sales Resource Group’s expert consultants will explain some of the tips, tricks and traps to consider when designing sales compensation plans. This wealth of information has been accumulated over the course of 20 years in the sales, and sales compensation, industry.

Kuala Lumpar, Malaysia

This event will be a teaching engagement conducted by Sales Resource Group President, David Johnston. It will provide participants with foresight and direction to position their sales force to capitalize on opportunities when the recessionary period subsides.

Online

To many companies, sales compensation is a mystery. They struggle to find the “right” combination of measures and payouts to motivate and focus their sales force. All this is done manually or with spreadsheets that don’t adequately support plan administration or management. Can technology provide a solution to the mystery of better sales compensation management?

Seattle, Washington

From the World At Work conference website:

Dealing with today’s challenges and Preparing for tomorrow’s opportunities. Uncertain economic times bring challenges as well as opportunities. No matter the financial climate, it’s important to develop innovative ways of motivating and retaining key employees. These issues and more will be discussed at this conference in Seattle, Washington.

To meet and speak with Sales Resource Group's experts, attend this conference and stop by our booth

As sales organizations and their customers become increasingly more complex, how the sales person sells and the customer’s process for making buying decisions have also become more complex. Aligning sales compensation plans with the objectives of the organization and ensuring they are driving the right behaviours is imperative in ensuring sales success. When sales organizations are continuously evolving this can be a challenging task. Learn how to evaluate the effectiveness of your sales compensation plans and the process required to obtain alignment. Advanced sales compensation principles will be applied to different selling models in a case study approach to ensure participants gain practical information they can apply in their organizations, while ensuring their organization is equipped to manage sales compensation in the current economic environment.

Many organizations are restructuring their sales force, to ensure they are lean and to ensure sales talent is appropriately positioned. When overall growth in markets is limited, sales organizations strive to increase market share.

Changes affecting the Sales Organization include:

1. The expectations on sales people are increasing.
2. Organizations have fewer sales people meaning that account coverage has become more challenging.
3. Sales people need to change how they are allocating their time.
4. The sales role is fragmenting and becoming more specialized.