OasisLMS

Duration - 54 mins: As a result of joining this event the participant will know about potential improvements to their firm’s sales incentives plan which will enable them to increase recurring revenue and reduce discounting.

Those responsible for sales excellence and sales optimisation (eg: MD's, Chief Sales Officers, Chief Revenue Officers)

UK and International

Most new business sales incentive plans are built around incentivising generating revenue from one-off sales, normally in the shape of paying a commission on the total revenue generated. Most existing business sales incentives plans are built on an account management model, where account managers are given targets to retain a percentage of their book and an additional commission on upsells. We at Simon-Kucher have found three consistent issues with these models: 1) they fail to reward the quality of the deal, i.e. lower discount levels, multi-year deals, favourable payment conditions, 2) they don’t adequately incentivise sales to fight down-sells and cancellations, and 3) they create misalignment between the aims of the organisation and the aims of its reps. During this webinar we will discuss practical steps sales organisations can and have taken to improve their incentive schemes and address these issues.

Key shortfalls to look out for in their organisation’s sales incentive plans An overview of best practices in sales incentives and how other organisations have implemented those best practices Practical changes to consider for their organisation’s sales incentives plan

CPD Points: Two (when attending live) or one (watching the recording)

Dr Peter Colman Dr Peter Colman leads Simon-Kucher’s Technology, Industrials and B2B Services practice for the UK and Ireland. He has 24 years of experience in generating strong profit enhancement results in consulting and industry, with extensive experience in sales excellence and sales optimisation. Xi Bing Ang Xi Bing Ang specialises in monetisation strategy in B2B TMT markets, with more than 14 years of strategy consulting experience assisting multinational clients with growth strategy and large-scale business transformation. Oliver Peacock Oliver Peacock specialises in monetisation strategy for B2B software and services, with a focus on sales excellence and sales incentives for subscription businesses.