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The Conference Board understands the importance and complexity of effective sales incentive plans. Furthermore, maximizing sales effectiveness overall is on the minds of corporate leaders on a regular basis. To this end, we have established the Sales Compensation Council – a safe venue for professionals to share best practices in navigating these complexities. We understand how successful compensation plans that motivate an engaged sales force can mean the difference between lethargic and dynamic revenue growth. Topics of discussion include:

• Managing the sometimes challenging and always dynamic relationships and needs of global sales leaders
• Understanding the intricacies of when changes to sales incentive plans are absolutely necessary vs. “good to have”, and how to navigate the various stakeholders to implement change
• Whether sales plans should be global, local, or somewhere in between, and the nuances of each approach
• Determining the appropriate pay mix at the individual level and whether the circumstances call for all individual-based compensation or if team efforts should be included
• Deciding how many measures are best and whether they should be MBO or quota-based
• Administration challenges and working through the labyrinth of outsourcing options, who has what responsibility, and ensuring global coordination and compliance
• When and how to get the CEO and CHRO engaged in sales incentive plan strategy and direction, and what metrics to use to get their attention and ensure sales plan outcomes are aligned with business results

Program Director

Ron Miller Program Director, Executive Compensation Council and Sales Compensation Council The Conference Board Read Bio