How Sales Compensation Works! By David Cichelli of The Alexander Group

How Sales Compensation Works: An Introduction
Ever wonder how sales compensation works? What makes a sales compensation plan effective? The strategic objective is simple: Pay sellers for sales results. Yet, most incentive plans seem overly complex and confusing. Why is that? Additionally, each job seems to have its own unique design. Why is that? Fortunately, while most sales compensation plans seem unique and complex, they share easy-to-understand best design practices. Once you understand these common principles, it’s easy to understand how most plans function. Join us for this introductory session into sales compensation. Get a foundation in sales compensation philosophies and principles. Understand the terminology. Learn how to read a sales compensation plan document. See how to apply payout formulas. Review the most common terms and conditions. All are welcome!

Who Should Attend
This workshop is ideally suited for both experienced professionals and emerging practitioners. All stakeholders are welcomed including HR/compensation, HR generalists, sales management leaders, sales operations, finance, sales strategy planning professionals and interested senior executives. If you have a 2022 sales compensation design team/committee, bring all your members. This workshop provides the highest degree of learning in the most condensed period of time.

David Cichelli, a Revenue Growth Advisor with the Alexander Group, a sales effectiveness consulting firm, contributes his knowledge and experience to a wide array of sales organizations. His clients include leading companies in technology, telecommunications, wholesale/distribution, financial services and healthcare. David helps clients redefine and deploy sales coverage to ensure optimal sales performance. By applying the Alexander Group’s Sales Management System™, he helps companies achieve their sales objectives through a variety of techniques, including improved channel design, sales ROI, sales metrics, sales forecasting, quota allocation, sales force automation solutions and sales compensation. 
Widely recognized by national professional associations and trade publications for his work in linking sales compensation to management’s objectives, David is a frequent speaker on sales compensation topics. He is author of McGraw Hill’s Compensating the Sales Force and The Sales Growth Imperative. His most recent books are the 2020 Sales Compensation Almanac and Sales Compensation Perspectives, published by AGI Press.