205 N Park Center
Dallas, TX 75225
Register by September 30th - for best rate!
|11:00 AM - 11:30 AM
||Registration & Networking
|11:30 AM - 12:00 PM
|12:00 PM - 1:00 PM
Sales compensation creates a data-rich environment. The data tells a story of the good, the bad and, well, the not so good. Know these seven most common sales compensation analytics and how to use them to improve sales compensation at your company: pay vs. performance, pay percentile distribution, quota size vs. attainment, quota performance histogram, quota attainment percentile distribution, pay mix variance, and measure weight variance. This session will outline what the analytic is, what the results mean, and how to use the results to drive plan design changes.
Speaker David Cichelli
David Cichelli, a Senior Vice President with The Alexander Group, Inc., a revenue growth consulting firm, contributes his knowledge and experience to a wide array of sales organizations. He has worked with hundreds of sales organizations to structure, manage and deploy winning sales functions. The Alexander Group’s Revenue Growth Model ™ helps ensure and sustain alignment between customers and sellers. He is author of Compensating the Sales Force (third edition) published by McGraw Hill. He is also the author of WorldatWork’s Elements of Sales Compensation and Sales Compensation Design education classes. He has never met a sales department that could not achieve its own greatness.
M.S., Michigan State University, B.S., Pennsylvania State University
Faculty Experience: Merage Foundation, University California, Irvine; WorldatWork; Columbia University
Only pre-paid registrants will be entered in the drawing. Those who pay at the door will not be entered in this raffle.
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Here's our 2018 schedule...
2018 World at Work Certification Courses
Class Location: Hyatt Place Dallas-North/By the Galleria
5229 Spring Valley Road
Dallas, TX 75254
Room rate is $135 per night
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