CCA Montly Event
Attracting and Retaining Good Sales Talent: Beyond Sales Compensation
Webinar access available. See Registration and Price for details.
Attendance is FREE for current CCA Members; registration is still required.
Sales compensation has traditionally been the primary program for motivating and rewarding your sales people. However, our research shows that a competitive and effective sales compensation program is critical for attracting good sales talent but it takes more than that to retain them and, more importantly, to keep them sustainably engaged and motivated. Here is where HR can really provide strategic value to the sales force. Task clarity matters most in motivating sales people. This is the foundation of effective sales compensation plans.
Enabling sales people to focus on specific tasks drives motivation and productivity; this is accomplished through well-defined sales roles, accurate and timely feedback, assessing competencies and development on a regular cycle, and through enablement by pre-sales, post-sales and other automated support processes. The critical question now is: how should the sales compensation plan be structured to align with these other programs within the broader context of total rewards?
You will learn how to leverage the programs that HR routinely develops and manages for other functions in your organization and apply them to the sales force. For example, everybody else has a performance evaluation which impacts their pay - why not the sales force? Everybody else has career paths built on a foundation of scaled competencies - why not the sales force? Learn how other organizations are taking these programs and adapting them to support the sales force and how they are modifying their sales compensation plans to align with and accommodate these programs.
3-3:30 p.m. - Registration & Networking
Beverage Service will be available throughout the meeting.
3:30-5 p.m. - Presentations, Discussion & Q&A
5-6 p.m. - Light Reception (snacks and drinks)
The presenters for this event is Joseph P. Clarkson, Towers Watson, and Mark Flavin, Towers Watson.
Joe Clarkson is the North America leader of the Sales Effectiveness & Rewards practice at Towers Watson. Joe has provided consulting advice and practical and implementable solutions for clients across a broad range of industries in initiatives that are designed to get the best out of your sales resources. This includes finding, keeping and developing the best sales talent, ensuring their focus on doing the right things with the right customers and prospects, i.e., how they spend their time, and keeping them engaged through communications and rewards programs. Joe's real-world experience in industry provides a foundation to ensure that solutions and practical and implementable.
Mark Flavin is the Global Leader of Towers Watson’s Sales Force Effectiveness and Rewards Practice. He works with clients seeking to significantly improve the performance of their sales organization by better aligning sales management programs with business strategy. His specific expertise is in the design and implementation of sales talent management programs with a concentration in sales compensation. Mark has worked with clients in a variety of industries including medical products, consumer products, information services, financial services, industrial products, real estate, technology, media, telecommunications and pharmaceuticals. Earlier in his career, he held sales and sales management positions with General Electric’s Electrical Distribution and Control Division.
Registration and Price
Webinar participation available. See below for details.
Select the registration link at the bottom of this page for online registration. If you cannot attend in person, limited (20 registrants) webinar attendance through Microsoft LiveMeeting registration is available for this event. Please note that webinar access instructions will be provided 2-3 days in advance of the event. *Non-member registration to attend the meeting live includes CCA Regular Membership for one year and free admittance to future CCA Monthly Events. Monthly event price is:
- FREE for current CCA members! Simply login with your username and password to register.
- $95 for Non-Members*
- $25 for Non-Member Students
- $50 for Non-Members - Webinar (GoToMeeting) Only Registration
- $15 for Non-Member Students - Webinar (GoToMeeting) Only Registration
"Attracting and Retaining Good Sales Talent: Beyond Sales Compensation" qualifies for recertification credit for the Certified Compensation Professional (CCP®), Certified Benefits Professional® (CBP), Global Remuneration Professional (GRP®), Work-Life Certified Professional (WLCP®), Certified Executive Compensation Professional (CECP™) and Certified Sales Compensation Professional (CSCP™) designations granted by WorldatWork Society of Certified Professionals. For more information on recertification, visit the WorldatWork Society recertification webpage at www.worldatworksociety.org/recertification.