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Webinar: How to Communicate New Sales Comp Plan
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Webinar: How to Communicate New Sales Comp Plan

Today's sales managers are competitive, savvy and highly educated. This one-hour webinar will provide you with helpful tips on communicating a new sales compensation plan.

2/8/2017
When: Wednesday Feb 8, 2017
11:30 AM PST / 2:30 PM EST (GMT-07:00)
Where: Webinar
United States


Online registration is closed.
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The new sales compensation program has been researched, cost modeled, and is ready for roll out. So what’s the process? Send out an email describing the new plan and consider it done? Cross your fingers that sales managers will answers questions for their reps?

 

Don’t assume that because the people who designed the new plan understand it, that anyone else will. Real understanding takes days, weeks, or sometimes months. Put yourself in the shoes of the sales organization, concerned with their livelihood and any possible disruption, and develop your change plan to drive the strategy with the sales team in mind.

 

Learning Objectives:

When making your next change, consider the following six steps: 

  1. Start strong. Conduct your due diligence to make sure the program is bullet-proof and ready to go.
  2. Craft the change story. Be honest about the reasons for the change, and develop a clear message around the C-level goals.
  3. See the organization’s view. Expect some resistance, and identify who those resisters might be so you can get them on board.
  4. Get the change forecast. Know your organization’s readiness for the change and your team’s resolve to see it through.
  5. Leverage the learning modes. Use multiple methods, including those that serve visual, audio, and other learning types to communicate with the organization.
  6. Follow the process. Begin communication early and follow your approach until well after introduction.

Complimentary Live Webinar. If you cannot attend during the above time, please register and we will send you a link to the video recording of the event.

 

Presented by:

Mark Donnolo, founder and managing partner of SalesGlobe, which helps companies grow profitably by developing and implementing strategies that improve the effectiveness of their customer-facing sales, marketing and service organizations. Mark has been a sales effectiveness consultant for over 25 years, and has helped companies such as LexisNexis, AT&T, IBM, KPMG and Office Depot. 

Michelle Seger, Director of Consulting Services for SalesGlobe. Michelle has a strong background in Management Consulting- Change Management. Her portfolio includes ERP implementation, strategy execution, revenue management, new product introduction and innovation, acquisition integration and partnership development and execution, and organizational design. Michelle is adept at root cause analysis and identifying practical solutions for our clients.

 

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Sales and Marketing Executives International, Inc.
PO Box 1390
Sumas, WA 98295 USA
312-893-0751

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