Viewing Sales Compensation from a Sales Manager’s Perspective

Are you reflecting on what changes you may need to make to your 2011 sales compensation plans?  Have you considered all the background information you need to understand first before designing and implementing any changes?  Or are you simply interested in learning more about the sales compensation process?

Please join your colleagues in an interactive discussion to explore the aspects of the business framework underlying successful sales compensation design and implementation. 

This session is intended to broaden your view of sales compensation from a sales manager's perspective and to see it within the framework of sales strategy.

Topics we will be investigating that affect the successful design and implementation of sales compensation plans include:

• The ways by which your company segments its customer base, the various channels used to sell into those segments
• The importance of your company’s unique value proposition in the sales process, which sales strategies to consider for each client or prospect,
• What unique sales roles are required for each segment or channel
• The various choices available by which to organize the sales function, how the assignment of territories or accounts relates to goal setting
• How the design of a successful sales compensation plan is affected by each of these considerations

About our Presenters:

The session will be led by Reese Bacon, a Principal in Mercer’s Sales Force Effectiveness Practice located in San Francisco and Jeff Haynes, a Principal in Mercer’s Human Capital Practice located in Mercer’s Denver office. 

Reese consults with a variety of global technology, healthcare and life sciences, insurance and general industry companies in the areas of rewards strategy development, compensation program development, short-term incentive compensation, sales process and job design, goal setting and performance measurement, territory analysis and competency development. Prior to joining Mercer, Reese worked in corporate roles in the technology, health insurance, consumer products, financial services and manufacturing industries where he designed broad-based all employee incentive programs and sales compensation plans for small business, middle market, and national and global accounts sales forces. Mr. Bacon holds a M.B.A. in Finance from the University of San Francisco and a B.A. in Psychology from Eastern University in St. David’s, Pennsylvania.  He is currently a steering committee member of the Bay Area Compensation Association and a member of World@Work.

Jeff Haynes is a Principal in Mercer's Denver office (1225 17th St, Denver, CO 80202, 303.376.5904). He assists clients with a wide array of human resource management issues, including the strategic design and implementation of rewards programs and job classification.  His recent clients include high tech firms, energy companies, higher education, not for profit and governmental agencies. Jeff has over 17 years of both corporate and consulting human resources experience globally across a variety of industries.  Jeff holds a BA in Psychology from the University of Colorado, Boulder and a MBA with a concentration in Management from Colorado State University. He is a Certified Compensation Professional (CCP) and member of the Rocky Mountain Compensation Association (RMCA).