Webcasts
Upcoming Webcast
Live Online Expert Panel Discussion
Ensuring Error-Free Sales Compensation Results, Payments and Reports
Date: Wednesday, May 28th, 2008
Time: 2 PM ET/11 AM PT
Duration: 60 minutes
|
|
|
On-Demand Webcasts
The following webcasts are available
to view on demand. Click on the link for more information.
Improving Sales Compensation Communications to Drive Desired Behaviors
Join executives from Valassis and Frito Lay as they share their experiences and perspectives on the impact of plan understanding and communication of results on the sales force's effectiveness and productivity, and the organization's ability to drive desired behaviors.
In this special webcast, you will gain insight into:
- how Valassis and Frito Lay assessed the impact of a lack of plan understanding
- key symptoms indicating misunderstood plans, lack of communication, and how to assess the impact
- ways to motivate the sales force through more timely, accurate, understandable, and useful information
- steps to ensure clear understanding of sales compensation plans
- best practices for achieving buy-in of the sales strategy from the sales force and ensuring effective communications
View
webcast 
Return to Listings
Using Modeling to Assess the Impact of Sales Compensation Plan Changes Before Rollout to the Sales Force
Join executives from GlaxoSmithKline (GSK) and Synygy as they share their experiences and perspectives on how they assess the impact of sales compensation plan changes on commission budgets, sales force behaviors, and plan effectiveness to ensure support of the sales strategy.
In this special webcast, you will gain insight into:
- how GSK assessed the impact of limited modeling
- key symptoms indicating limited modeling and how to assess the impact
- steps to ensure effective modeling when rolling out new plans or plan changes
- how GSK leveraged modeling to eliminate the unexpected
- best practices for effectively modeling sales compensation plans and revisions
View
webcast
Return to Listings
Ensuring Alignment of Strategy and Sales Compensation Plans: Assessing the Impact of Strategic Misalignment
Join executives from Wyeth and US Cellular for this complimentary webcast in which they share their experiences and perspectives on how they assessed the impact of a misalignment between their sales compensation plans and their sales strategies.
In this special webcast, you will gain insight into:
- how Wyeth and US Cellular assessed the impact of strategic misalignment
- key symptoms indicating lack of alignment of sales compensation plans
- how to assess the impact of misalignment of sales compensation plans
- steps to ensure alignment of plans when rolling out new plans or plan changes
- best practices for ensuring alignment of sales compensation plans and strategy
View
webcast
Return to Listings
Driving Sales Force Behaviors,
an ADVO Storys
When ADVO wanted to change to a more consultative selling
approach, they found their homegrown mainframe sales
compensation system could not address the company’s
new corporate strategy. The company wanted a solution
that would help drive business results through incentive
compensation expertise. They didn’t want simply
a new system; they wanted service, best practices expertise,
and a team of people to manage the entire incentive
compensation process.
In this special webcast, you will gain insight into:
- the problems ADVO faced and how it affected their
bottom line
- how ADVO solved its problems with sales compensation
management
- how ADVO drove sales force behaviors and achieved
its strategic objective of business growth
View webcast
Return to Listings
How Lincoln Financial Distributors Grew a World-Class Sales Force
s
In 2001, Lincoln Financial Group consolidated all of its sales operations into a single distribution arm - Lincoln Financial Distributors (LFD), simplifying the company's relationship with financial intermediaries. With a 25% increase in its sales force and a goal of creating a world-class organization, and keeping within a tradition of responsiveness and adaptability, LFD recognized that it needed to improve how it managed sales compensation and its ability to forecast payments, more accurately report results, and provide management clear visibility into plan performance.
In this special webcast, you will gain insight into:
- The problems LFD faced and their impact on its bottom line
- How LFD solved its sales compensation management problems using modeling to reduce payment variance to just 1% - 3% of forecast
- How LFD increased sales force confidence and motivation to attract, retain and reward top talent
- How management visibility assisted in effectively coaching and training the sales force
View webcast
Return to Listings
Driving Results Through Incentive
Compensation Transformation - A GE Healthcare Bio-Sciences
Story
Five years ago, GE Healthcare Bio-Sciences' sales force
had lost confidence in the company's incentive compensation
program, which had failed to keep up with the various
mergers, an increasingly specialized sales force and
a growing product line. Learn how GE Healthcare Bio-Sciences
solved sales compensation management problems, realized
175 % ROI in the second year, and achieved the highest
sales force confidence in more than five years.
In this special webcast, you'll gain insight into:
- How the problems faced by GE Healthcare Bio-Sciences
affected their bottom line
- How GE Healthcare Bio-Sciences solved it's problems
with sales compensation management
- How GE Healthcare Bio-Sciences reduced turnover
by 20% and increased sales force productivity by
providing clear, comprehensive information
- How GE Healthcare Bio-Sciences achieved 0% error
rate and 70% reduction in processing time
View
webcast
Return to Listings
Using Incentive Compensation
to Execute Sales Force Strategy - a Carl Zeiss Story
Carl Zeiss, a dominant player in the optics industry,
was eager to see a new product in its MicroImaging
and Surgical Products groups grab an even greater
market share. But the sales force did not trust their
commissions payments, so instead of selling, salespeople
were calling in with questions about their plans and
payment calculations. The administrative team in return
was spending its time responding to calls from the
field rather than engaging in plan analysis and other
important work.
In this special webcast, you'll gain insight into:
- How Zeiss reduced calls from the field by more
than 95% by improving accuracy and understanding
of how the plan works
- How Zeiss improved their bottom line by eliminating
errors in results
- How Zeiss improved trust and confidence in their
commission programs
- How Zeiss revitalized alignment of sales force
behaviors and corporate strategy
- How Zeiss increased management visibility into
sales performance for better decision making
View webcast
Return to Listings
Responding to Hurricane
Katrina while saving $22M in broker commissions and
posting record gains, a Blue Cross and Blue Shield
of Louisiana Story
Blue Cross and Blue Shield of Louisiana (BCBS
of LA) provides health insurance to more than one
million people via its distributor network of over
2,500 brokers. The company put flexible processes
in place to better align the broker commission plans
with its larger strategic goals and also be prepared
when disaster strikes. Learn how BCBS of LA solved
its sales commission management problems, saved millions
of dollars in the first year and gave management increased
visibility into plan effectiveness and the flexibility
to respond in the wake of Hurricane Katrina.
In this special webcast, you'll gain insight into
how BCBS of LA:
- solved its problems with broker commissions
management
- prepared itself for response to hurricane Katrina
and posted record gains in membership
- managed relationships with brokers network
- improved management visibility and decision-making
- saved over $22 million in commission payouts
– an ROI of over 400%
View
webcast
Return to Listings
Webcast:
Five Tips on Improving the Effectiveness of Sales
Compensation Plans
The management of sales compensation plans is a complex
process that has high strategic impact, yet is often
viewed as an administrative task. Though sales compensation
plans are integral to driving salesperson behaviors,
many organizations experience lower than desired sales
force effectiveness and productivity. From the surface,
it may seem that the management of sales compensation
is under control. However, more often that not, when
companies evaluate underlying processes, areas of
improvements are identified. To effectively manage
sales compensation requires specialized skills, knowledge,
and expertise.
In this special webcast, you'll gain insight into:
- the sales compensation management problems
companies face
- how to diagnose sales compensation management
problems and their impact on business
- the results achieved by companies like GE Healthcare,
Lincoln Financial Distributors, Blue Cross and
Blue Shield of Louisiana, Carl Zeiss, Wyeth and
others
- five tips to help identify how your organization
can improve the effectiveness of sales compensation
plans
5 Tips
for Ensuring Strategic Alignment of Sales Compensation
Plans
Join Synygy and ADVO and hear from experts on how
to diagnose strategic misalignment problems. Learn
five tips on how to create strategic alignment in
your own organization and get firsthand information
on how ADVO drove sales force behavior by solving
their strategic misalignment problems.
In this special webcast, you'll gain insight into:
- indications and symptoms of strategic misalignment
- how to diagnose for the root causes of problems
- how ADVO drove sales force behaviors and achieved
its strategic objective of business growth
- five tips to ensure alignment of sales compensation
plans and organizational strategy
View
webcast
Return to Listings
5 Tips
for Using Modeling to Eliminate the Unexpected from Sales
Compensation Plans
Join Synygy and hear from experts on how to diagnose problems with limited modeling. Find out how Lincoln Financial Distributors achieved success with more proactive plan modeling and learn five tips on how to more effectively model sales compensation plans in your own organization to eliminate the unknown, unanticipated, and unexpected.
In this educational webcast, you will learn:
- symptoms, impact, and causes of limited modeling
- how LFD achieved its goals through more effective modeling of sales compensation plans
- five tips for using plan modeling to create greater certainty in the alignment of sales compensation plans and organizational strategy
View
webcast
Return to Listings
7
Tips for Improving Sales Compensation Communications to
Drive Desired Behaviors
When salespeople do not understand their compensation
plans, the impact can be severe. Join this live webcast
and get insight into how misunderstood plans and lack
of effective plan communications are affecting your organization.
In this special webcast, you will learn:
- symptoms, impact, and causes of misunderstood plans
- how GE Healthcare Bio-Sciences reduced turnover
by 20% and increased sales force productivity by providing
clear, comprehensive information
- the results that were achieved by GE Healthcare,
Cigna, Carl Zeiss, and others through improved sales
force communications
- seven tips for motivating the sales force through
timely, accurate, understandable, and useful participant
information that drives and reinforces desired behaviors
View
webcast
Return to Listings
6
tips for Ensuring Error Free Sales Compensation Results,
Payments, and Reports
When there are inaccuracies in sales compensation results,
payments, and reports, the impact can be severe.
In this educational webcast, you will learn:
- the symptoms, impact, and causes of erroneous results
- ways to motivate your sales force by eliminating
inaccuracies and building trust in your plan
- how Carl Zeiss reduced their error rate to 0%
- examples of the results achieved by GE Healthcare,
Factiva, AllianceBernstein, and others by eliminating
errors from sales compensation results
- six tips for ensuring error-free sales compensation
results, payments, and reports
View
webcast
Return to Listings
5 Tips for Improving Management Visibility into the Effectivess of Sales Compensation Plans
When management lacks visbility into the performance of salespeople and the effectiveness of sales compensation plans, the impact can be severe.
In this educational webcast, you will learn:
- the symptoms, impact, and causes of lack of management information
- how to deliver meaningful management information to help executive sand managers make more informed decisions
- how Blue Cross and Blue Shield of Louisiana used increased visibility into plan effectiveness to drive broker behaviors
- the results ADVO, Abbott Labs, and others acheived through improved management information
- five tips for improving your visibility into salesperson management performance and compensation plan effectiveness
View
webcast
Return to Listings
5 Tips for Profiting from the Ability to Manage Unexpected Changes in Sales Compensation Plans
When your organization is unable to easily and accurately make changes to data, plans, reports, and workflow, the impact can be severe.
In this educational webcast, you will learn:
- the symptoms, impact, and causes of an inability to adapt
- how to quickly make needed but unexpected changes to plans without negative impact
- the achievements of GE Lighting, Daiichi Sankyo, BCBS of LA and others as a result of increased inability to adapt
- five tips for improving your ability to quickly make sales compensation plan changes due to organizational, marketplace, or competitive pressures
View
webcast
Return to Listings
Six Tips for Establishing Consistent and Auditable Processes for Managing Sales Compensation
When an organization lacks the resources and abilities to consistently process results in an accurate and timely manner, salespeople are paid inaccurately or late and problems in managing your sales compensation plans are exacerbated.
In this educational webcast, you will learn:
- the symptoms, impact, and causes of process inconsistency
- identifying common pitfalls that result in processing delays and techniques to address them
- the achievements of other organizations in establishing process consistency
- six tips for establishing consistent and auditable processes for managing sales compensation
View
webcast
Return to Listings
|
