Recent Event

New Compensation Models for Maximising Sales Performance

Date of Event: Wednesday 12th October
Region: Dublin
Speaker: Ron Burke & Pearce Doorley
Venue: O'Callaghan Alexander Hotel, Fenian Street, Dublin 2
Price for SII Members: EUR Free to attend
Price for non-SII Members: EUR 80
Type of Event: Breakfast Seminar

 

New Compensation Models for Maximising Sales Performance

Ron Burke, Director, Towers Watson

Ron specialises in sales effectiveness consulting. He has over 20 years of consulting experience that includes the design and implementation of high-impact sales reward programmes, clarification of sales processes and roles, sales organisation design, sales force engagement research, and the development of engaging and motivating sales force communication programmes. Much of his work involves the design and implementation of multi-country and/or global sales incentive frameworks and programmes.

Sales compensation is clearly one of the most important drivers of sales force behaviour and performance. Get it right, and you’ve got a motivated and winning team. Get it wrong, and you end up with dysfunctional behaviours, lack of strategic alignment, low morale, and the risk of losing talent. While there is no single ‘model’ for an effective sales compensation plan, there are certain principles and frameworks that can be applied to ensure you have a winning plan that aligns the interests of your salespeople, your customers, and the company itself. This session will provide an overview of ‘best practice’ approaches to sales compensation plans, providing participants with tools they can apply to their own schemes to help maximise sales performance.

 

Sales Salary Survey 2011 and trends for 2012

Pearce Doorley, Recruitment Manager, CPL Resources

Pearce has many years experience in managing sales teams in the financial and recruitment industry. Pearce manages CPL's Sales and Marketing team which specialises in providing talent acquisition services to leading companies in both Irish and foreign markets. Awarded “Best Sales & Marketing Recruitment Team” in 2009 from the National Recruitment Federation, they are the largest specialist team of its nature in the country providing  sales and marketing recruitment solutions to a vast range of employers in the areas of Finance, Marketing, IT, Telecoms, Engineering, Medical, FMCG, Logistics, Hotel & Catering, Media & Services. Primarily this team sources Sales Directors/ Managers, Account Directors /Managers, Business Development Executives, Field Sales Executives, Telesales Executives and Inside Sales Managers and all Marketing Roles. 

Attracting and retaining proven sales professionals has been one of the major tasks for employers this year with 2011 seeing remuneration packages evolve that meet budget restrictions and remain competitive in a candidate scarce market. Covering the trends in salaries seen by CPL Sales & Marketing this talk will cover where employers need to address issues of basic salary versus commission, internal sales functions versus a field based sales presence and what those key sales professionals you want expect in a remuneration package in 2012. 

This event is from 7.30-9.00am and is free to attend for current members of the Sales Institute of Ireland. The rate for non-members is €80 to be paid prior to the event. To reserve your place, please contact Yvonne at the Sales Institute on 01 662 6904 or e-mail info@salesinstitute.ie