Does your SIP need a PIP? - Assessing the health of your compensation plan | ZS

Insights

Does your SIP need a PIP? - Assessing the health of your compensation plan

Chad Albrecht, Steve Marley and Kyle Heller

Overview

After spending significant time, money, and effort designing sales compensation plans, companies often fail to see problems until they hear “noise” from the field—but by then, they’ve already lost sales and talent. However, “health checks” to monitor plan performance throughout the year can identify issues early and help you alleviate issues before your sales force becomes disgruntled. This Webinar will reveal the key metrics to monitor plan health, and give you ideal target zones for each of these metrics. And, most important, you’ll learn what to do if your metrics go outside of these zones and be able to take proactive steps to keep your sales force motivated and happy.

On-Demand Webinar

Take advantage of this playback option. Listen when your time allows, whenever you want, as often as you like for up to 90 days.

Fee: Free

Event Code: PSOWEB1102

Register for On-Demand

Presenters

Chad Albrecht
Chad Albrecht is a Principal and lead of the B2B sales compensation practice with ZS Associates. Chad is a Certified Sales Compensation Professional (CSCP), and has 13 years consulting experience with ZS and Hewitt Associates. He has consulted with clients to create motivational sales incentive plans and set fair and challenging sales quotas in numerous industries, including medical devices, high-tech, business services, online recruitment, pharmaceuticals, manufacturing and other industries. Chad’s publication credits include Compensation and Benefits Review, World at Work Journal and Workspan, and he authored the monthly “Incentive Insights” column for Sales and Marketing Management magazine from 2009 to 2010. Chad has a bachelor’s degree in computer science from the University of Iowa and an M.B.A. with distinction from the University of Michigan.  

   

Steve Marley
Steve Marley is an Associate Principal with ZS Associates and is part of the firm’s sales compensation practice leadership team. Steve has helped improve sales compensation programs in numerous industries. He has been with ZS for six years, and helped clients with compensation and contest design, compensation administration and goal setting for companies with sales forces that range from less than 100 to more than 6,000 people. He has worked with clients in numerous industries, including high-tech, health care, medical devices and other areas. Steve has degrees in Mechanical Engineering from Conestoga College and Psychology from the University of Waterloo, and an M.B.A from the Richard Ivey School of Business at the University of Western Ontario.

   

Kyle Heller
Kyle Heller is a Consultant with ZS Associates in Princeton, N.J. Specializing in sales compensation, Kyle’s  incentive compensation project experience includes plan design, goal setting and plan administration. Kyle serves as co-chair for the annual ZS Incentive Compensation Conference and co-authored a ZS Insights white paper on effective use of MBOs in IC plans. Prior to ZS, Kyle worked for more than 10 years in sales and marketing leadership positions. Kyle has degrees in accounting and management from Alvernia College and an M.B.A from the University of California at Berkeley’s Haas School of Business.