"Sales Compensation Analytics - The Data Speaks"

Sales compensation creates a data-rich environment. The data tells a story of the good, the bad and, well, the not so good. Know these seven most common sales compensation analytics and how to use them to improve sales compensation at your company: pay vs. performance, pay percentile distribution, quota size vs attainment, quota performance histogram, quota attainment percentile distribution, pay mix variance, and measure weight variance. This session will outline what the analytic is, what the results mean, and how to use the results to drive plan design changes. We will also include variations for commission-only plans.

• Confirm that sales compensation plans are prone to "classic" problems
• Highlight key design principles
• 10 steps to strategic alignment

Speakers:

David Cichelli is the Alexander Group's principal thought leader regarding revenue growth challenges facing sales organizations during different stages of growth. David is author of "Compensating the Sales Force", McGraw-Hill (2010) and "2017 Sales Compensation Almanac, 5th Edition", AGI Press (2017). Along with authoring books on Sales Compensation, David develops and teaches sales compensation classes for WorldatWork.