"Sales Compensation Overview for the Human Resources Professional"
This intermediate level Sales Compensation class presents the fundamentals for the design and implementation of sales compensation plans tailored to a company’s business strategy. Emphasis is placed on the special terminology and issues that make sales compensation unique from other incentive plans. Participants are presented with several design options and related information in order to assess which sales compensation approaches may be appropriate for a given company. Participants are also introduced to critical implementation factors including financial modeling of the proposed plan, employee communication and plan assessment over time.
- Discuss sales compensation rationale, value and uniqueness
- Identify the key influences to all sales compensation plans
- Discover the six key components of a basic sales incentive
- Find out how to introduce a new or revised incentive plan to the sales force
- Review why sales incentive plans fail and ways to determine if your plan is working properly
About our speaker:
Expertise
Mr. DiMisa is Sibson Consulting’s Senior Vice President and Sales Force Effectiveness Practice Leader. He currently works with leading companies to develop and implement sales strategies and sales effectiveness programs that drive profitable growth. He specializes in the design and implementation of sales management solutions to increase sales and profits for clients.
Mr. DiMisa has over 15 years of experience working with telecommunications service providers, computer and communications equipment providers, software, pharmaceutical distribution, and manufacturing companies to improve sales, marketing, and customer service effectiveness. He has developed new approaches to growth planning and integrated sales management systems that allow companies to build customer- based sales strategies, select and manage distribution channels, and execute to growth requirements across a range of marketing and selling environments.
Professional Background
Prior to joining Sibson, Mr. DiMisa was Telecommunications Practice Leader for a leading sales and marketing management firm. He was instrumental in selling, marketing and managing client delivery across all of the firm’s telecommunications project work. Mr. DiMisa is on staff with World at Work and teaches Elements of Sales Compensation.
Publications and Speeches
Mr. DiMisa writes white papers and speaks frequently on best practices and strategies for optimizing sales channel performance. He has recently devoted much of his time identifying trends and issues across large global organizations. His findings are regularly distributed through survey briefings, readouts, and presentations. Topics include: Trends in Compensation Planning, Best Practices in Sales Coverage and Design, Quota Setting Pitfalls, and Indirect Channel Strategies. Mr. DiMisa is also the author of two business books entitled The Fisherman's Guide to Selling: Reeling in the Sale - Hook, Line and Sinker (Adams Media 2007), and Sales Compensation Made Simple (released by WorldatWork 2009).
Education
Mr. DiMisa holds an MBA from the University of South Florida and a bachelor’s degree from Troy State University.
Program Date: August 18, 2010
Program Schedule: 8:30 -8:50 a.m. General registration, breakfast and networking
9:00-9:10 a.m. Program start with speaker introduction
10:15-10:30 a.m. Morning break
12:00-12:45 p.m. Lunch
2:15-2:30 p.m. Afternoon break
3:45-4:00 p.m. Questions and answer period
4:00 p.m. Program Concludes
4:00-4:45 p.m. Networking (optional)
Program pricing: $100 preferred price for current 2010 SVCA members (paid in full by August 10th)
$200 non-members
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