June 2008 NTCA Meeting
| Date: | June 19, 2008 | |
| Where: | Radisson Hotel Central Dallas |
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| Agenda: | 11:00 - 11:30am Registration & Networking |
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| Speaker: | David J. Cichelli, The Alexander Group, Inc. |
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| Topic: | Sales Compensation Pirates: Where Did the Money Go? |
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| Cost: | Early Registration - Register by Thurs., June 12 Late Registration - After Thurs., June 12 |
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Sales Compensation Pirates: Where Did the Money Go?
Some sales compensation plans can become too "generous." When this occurs, sales management and finance will wonder how the sales compensation plan provided more pay then expected. Help find and eliminate "sales compensation pirates" that increase pay without a corresponding increase in revenue. Learn where to look for policies that permit excessive pay without concurrent increases in revenue. Understand what programs and practices contribute to "sales compensation pirates." Be prepared to find and eliminate in appropriate sales compensation pay practices.
David J. Cichelli, The Alexander Group, Inc.
David J. Cichelli is Senior Vice President of The Alexander Group, Inc.®, the nationally recognized leader in sales effectiveness consulting. As the National Practice Manager in Sales Compensation, David provides thought-leadership and best-practice solutions for application of winning sales compensation solutions. He is a frequent speaker at national conferences, industry groups, and corporate meetings. He is the author of WorldatWork's (association of compensation professionals) sales compensation design seminar. He is author of McGraw Hill’s book Compensating The Sales Force. He has presented sales programs throughout the world including Asia, Europe, and South America. He is a contributing editor to “Sales & Marketing Management” magazine. He is the author of many articles on sales effectiveness and sales compensation. With over 20 years of consulting experience, David's clients include leading companies from among most major industries including financial services, hi-tech, software, telecom, wholesale, consumer goods, healthcare, and many others.
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