26 November 2019: 1.00 – 1.45 pm GMT:

Key takeaways:  Learn to align your C-Level Goals to the front line.  Learn how to align the plan to each sales role and differentiate top performers.  Learn how to design a market-driven quota process.

Target audience:  All member levels

Optimising Your Sales Compensation Programme- Connecting the Strategy to the Front Line

The sales compensation plan is one of the most powerful drivers of performance in the sales organisation and represents one of the largest expenses a company incurs. However, many organisations take a backwards approach to sales compensation, tweaking the mechanics, changing accelerators, or adding bonuses. The results don’t improve, the organisation is frustrated, sales costs are out of line, and it’s back to the drawing board next year.

An effective sales compensation programme has to be driven by the strategy in a language the sales team understands and can execute upon. It is a direct line between the corner office and the field. It’s motivational power surpasses leadership messages, sales strategies, sales management, and sales training. Learn how to create a strategy-based sales compensation programme that will translate your enterprise objectives to sales performance. Join Mark Donnolo and Michelle Seger as they share proven methods and tools you can apply immediately to get results and design a 2020 plan that exceeds your expectations.

Key takeaways:

  • Learn to align your C-Level Goals to the front line
  • Learn how to align the plan to each sales role and differentiate top performers
  • Learn how to design a market-driven quota process


About the presenters Michelle Seger and Mark Donnolo:

Michelle Seger is Partner and Global Sales Strategy and Change Management Leader for SalesGlobe. She is known for her unconventional thinking style, ability to identify with her clients and successfully navigate an organization through change.

Michelle consults, designs, and implements solutions across a range of industries including technology, manufacturing, financial services, telecom, hospitality, retail, and consumer products. As a previous business owner of an international retail franchise, she understands the challenges business leaders face in a complex global business model.

Michelle is a keynote and conference speaker and is frequently quoted in the national business and trade media on current and changing business trends that impact people, shape behaviors and drive performance and culture. In November 2019, Michelle is launching a podcast for women executives to share their experiences in a conversational setting.

Mark Donnolo is founder and Managing Partner of SalesGlobe, a leading sales effectiveness, consulting, and innovation firm. For over 25 years, Mark has worked with Global 1000 organizations on strategies to grohttps://www.salesglobe.com/w revenue.

SalesGlobe focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of sales, marketing, and service organizations. Areas of focus include sales strategy, customer segmentation, channel strategy, sales organization design and deployment, performance management, and incentive compensation.

Mark is the author of numerous books and articles. His newest book is Quotas! Using Design Thinking to Solve Your Biggest Challenges. Mark’s earlier books on sales effectiveness and reward include: Essential Account Planning; What Your CEO Needs to Know About Sales Compensation; and The Innovative Sale.


Other Technical Details:
– We will be using GoToWebinar.
– You can join our session by using a Mac, PC or a mobile device.

Please note that if you are not a member of Association of Professional Sales and book a ticket, our members will take priority and, in event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, join the APS.

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Michelle Seger
Partner and Global Sales Strategy and Change Management Leader, SalesGlobe

Mark Donnolo
Founder and Managing Partner, SalesGlobe

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