Donya Rose will share insights into linking your business strategy to the sales compensation plans through identifying the various selling roles, increasing sales performance and improving the overall plan understanding.  She will also explain how to appropriately reward sales leaders and their teams for strong performance while balancing the cost to the organization.  The topics that will be discussed are outlined below. 

Sales Roles
- The purposes of sales compensation
- Types of sales roles
- The direct effect on the income statement
- The link to business strategy 

Motivation
- The link between rewards and motivation
- Key motivators for sales people
- Role profiles and eligibility
- Performance standards and motivation 

Creating value with sales comp plans
- Establishing a sales compensation design team
- Guiding principles for compensation design
- Fact finding in preparation for plan design
- Pay structure
- Selecting incentive measures and weights
- Incentive forms (bonus, commission and others)
- Testing plan designs
- Goal setting
- Plan documentation
- Communicating the plans to the sales people
- Plan administration and governance
- Plan evolution over time
- Plan assessment 

By the end of the presentation, you will be able to: 

1) List the 10 basic types of sales roles
2) Identify the people who should be involved in their sales compensation design process
3) Establish a pay structure for a sales team (multiple roles)
4) Contribute to the design of the incentive mechanics for a sales compensation plan