November 12, 2020 Program

Total Rewards: Sales Compensation

Formula Mysteries

November 12, 2020

David Cichelli

Sales Compensation Consultant, Educator & Author 

Where do sales compensation formulas come from? Sometimes, it seems like a mystery. Reading a sales compensation plan for the first time evokes questions such as, “How was that payout rate determined? How does that extra bonus work? What’s the math behind these numbers?”

Attend this session to learn how to build effective sales compensation formulas, avoid unintentional payouts and assess proposed incentive formula designs. 

Added Bonus:  what sales compensation stakeholders learned about sales compensation during the COVID crisis.

David J. Cichelli is a senior vice president at The Alexander Group, Inc., a revenue growth consulting firm. He contributes his knowledge and experience to a wide array of revenue acquisition teams, including field marketing, pre-sales, sales, and post-sales organizations. His clients include leading companies in technology, telecommunications, wholesale/distribution, financial services, and healthcare. Many of his clients are global entities. David helps clients redefine and deploy go-to-customer solutions to ensure optimal revenue performance. (Excerpt taken from David Cichelli’s book, Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs)

This is a virtual event - details coming soon!