Close
Learning Methods
Classroom
A traditional classroom couples on-site learning with the added value of face-to-face interaction with instructors and peers. With courses and exams scheduled worldwide, you will be sure to find a class near you.
Interaction
Highly Interactive
On-going interaction with instructor throughout the entire classroom event
Interaction with peers/professionals via face-to-face
Components (May Include)
Onsite
On-site instructor-led delivery of course modules, discussions, exercises, case studies, and application opportunities
Supplemental learning elements such as: audio/video files, tools and templates, articles and/or white papers
E-course materials available two weeks prior to the course start date; printed course materials ship directly to the event location
Duration
One + Days
Varies by course ranging from one to multiple days
Technical Needs
Specific requirements are clearly noted on the course page
Virtual Classroom
Ideal for those who appreciate live education instruction, but looking to save on travel. A virtual classroom affords you many of the same learning benefits as traditional–all from the convenience of your office.
Interaction
Highly Interactive
On-going interaction with instructor throughout the entire virtual classroom event
Interaction with peers/professionals via online environment
Components (May Include)
Live online instructor-led delivery of course modules, discussions, exercises, case studies, and application opportunities
Supplemental learning elements such as: audio/video files, tools and templates, articles and/or white papers
E-course materials available up to one week prior to the course start date. Recorded playback and supplemental materials available up to seven days after the live event.
Duration
Varies by course ranging from one to multiple sessions
Technical Needs
Adobe Flash Player
Acrobat Reader
Computer with sound capability and high-speed internet access
Phone line access
E-Learning
A self-paced, online learning experience that allows you to study any time of day. Course material is pre-recorded by an instructor and you have the flexibility to view content modules as desired.
Interaction
Independent Learning
Components (May Include)
Pre-Recorded
Pre-recorded course modules
Supplemental learning elements such as: audio/video files, online quizzes
E-course materials start on the day of purchase
Optional purchased print material ships within 7 business days
Duration
120 Days - Anytime
120-day access starts on the day of purchase
Direct access to all components
Technical Needs
Adobe Flash Player
Acrobat Reader
Computer with sound capability and high-speed internet access
Close
Contact Sponsor
E-Reward
Online
Paul Thompson
Phone: 1 44 01614322584
Contact by Email | Website
Close
Sorry, you can't add this item to the cart.
You have reached the maximum allowed quantity for purchase in your cart or the item isn't available anymore.
Product successfully added to your cart!
Price
View your cart
Continue shopping
WORKSPAN
WORKSPAN DAILY |

Most Companies Are Making Changes to Sellers’ Compensation

COVID-19 caused a disruption in revenues at many organizations. In some cases, the change in revenue was modest. In other cases, it was significant.

Image

Among sales personnel, the impact was not uniform. Some saw only a minor impact on their territory revenue, while select peers saw a major impact. According to the “2020 Sales Compensation Hot Topics Survey” of 135 organizations by the Alexander Group, 64% will make changes to sellers’ compensation due to COVID-19. For companies where the negative impact on revenue was greater than 15%, 71% of the companies will provide some form of incentive pay protection.

The most popular method is to provide a guarantee (30%), some amount greater than 50% of the target incentive. Other pay protection techniques include compensation sales plan/formula changes (22%) and quota adjustments (16%). 57% of the companies used multiple methods, including one-off adjustments for specific territories.

Image

Restart Techniques
Companies are eager to “restart” their sales efforts. With the arrival of COVID-19, most sales teams quickly pivoted to “COVID-19 selling:” virtual selling, social distancing and stay-at-home practices. 29% will reduce headcount. For those needing to “restart sales,” 54% plan to provide additional seller incentives. More than half (53%) plan to offer buyer incentives. 

Recurring Revenue and Renewals
Across many industries, companies provide products and services supported by recurring revenue. The customer does not purchase the product, but “rents” the functionality on a monthly basis; thus, the seller/provider earns “recurring revenue.” 68% of the survey participants earn recurring revenue for some set of products and services. 

Companies plan for renewals of recurring revenue contracts. These renewals will be incorporated into the seller’s quota. Here is the sales compensation challenge: What happens to incentive pay if the seller has the customer renew the contract prior to the performance period containing the anticipated quota? Only 14% make quota, credit or timing adjustments. Likewise, what if the seller closes the contract after the expiration date, causing it to fall into the next performance period? Regardless of quota implications, most companies credit at time of sale. However, 20% will make some type of adjustment to the credit timing or amount for late signing.

Program Implementation Late Start Practices
While not the intention, there are many reasons why sales compensation plans are late. The goal is to implement the new sales compensation plan at the start of the fiscal year. Numerous reasons, such as late quotas (13%) or late formula design (12%), cause the delay. Some companies (34%) provide a draw to incumbents as they await their “late” sales compensation plans to arrive.

Pre-Booking Incentives
One of the tenets of sales compensation design is to “pay for results.” That is, the incentive program pays for confirmed sales bookings or revenue received. Any measure prior to the official acceptance of an order (and invoice issued) is considered a “pre-booking” event or activity. 48% of the reporting companies have one or more jobs paying incentives on pre-booking milestones or activities.

Reasons for providing pre-booking activities could include one or more of the following:

  • Teaching: For some jobs, sales leadership uses the incentive plan to teach the “right” sales behaviors.
  • Execution Excellence: Sales management might have a tightly engineered “successful selling process” that sellers must follow. Sales leadership rewards sellers for compliance to this preferred selling model.
  • Only Accountabilities Are Pre-Booking Actions: Finally, some jobs only focus on pre-billing activities such as “securing qualified leads.” In such cases, the only measurements available for incentive purposes are pre-booking milestones or activities.

About the Author

David Cichelli Bio Image

 David Cichelli is a revenue growth advisor for the Alexander Group. Connect with him on L


About WorldatWork

WorldatWork is a professional nonprofit association that sets the agenda and standard of excellence in the field of Total Rewards. Our membership, signature certifications, data, content, and conferences are designed to advance our members’ leadership, and to help them influence great outcomes for their own organizations.

About Membership

Membership provides access to practical resources, research, emerging trends, a professional network, and career-building education and certification. Learn more and join today.