Today’s dynamic environment has significantly impacted the sales compensation planning process.
- What steps are critical?
- Are new and different designs needed?
- How do virtual and digital roles fit in?
- Who is eligible?
Alexander Group manufacturing and distribution practice leaders shared the latest trends in sales compensation in a recent virtual roundtable session. Joined by 40+ executives, the discussion focused on the current challenges in plan development and best practices to effectively assess and design sales compensation plans that meet new sales motions and roles.
The following video provides an overview of the session. At two minutes, Mike White shares six steps to follow to develop a formalized sales compensation planning process.
For more information on how to successfully plan your sales compensation program, sign up for a briefing or contact a manufacturing and distribution practice leader.
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Authors
Kyle Uebelhor is a principal in the Chicago office. He is a leader in the firm’s Manufacturing and Distribution practices. Kyle’s clients include leading companies throughout manufacturing and wholesale/distribution. By applying deep industry expertise and a pragmatic approach to each situation, he helps companies achieve their organic growth objectives. He brings nuanced perspective to the complexities of sizing the total available global market, delivering differentiated value, creating omni-channel designs, and motivating partners and the commercial team. Kyle frequently speaks on sales enablement topics. He has authored several articles and whitepapers including “The Power of Playbooks: Execute Your Vision” and most recently “Digitizing the Revenue Growth Model.”
Mike White is a director in the Chicago office and is part of the Healthcare practice. Mike has experience leading multiple sales transformations, as well as targeted engagements focused on areas such as go-to-customer strategy, job role design, territory optimization and sales compensation. Mike’s experience spans multiple industries, including medical device, manufacturing, distribution and high tech.
