Webcast:
Gas prices are soaring. The mortgage industry is in crisis. Your sales figures may not reflect it yet, but now more than ever you are keeping an eye on your bottom line. How will your company deliver on revenue and profit goals while continuing to attract and retain one of your company's greatest assets-high performing Sales people?
In a contracting economy, top line growth (and consequently the earnings opportunity of sales people) is increasingly at risk. This is the first step in a vicious cycle where declining revenues result in lower compensation levels for sales people which increases the turnover of these sales people which in turn results in decreased sales. Top sales people realize the high demand for their skills among companies seeking to reverse negative revenue trends and may present a retention - and business - risk if not attended to properly. Current research suggests that companies are increasingly taking the initiative to develop innovative solutions to meet this critical challenge. Frequently, these solutions fall outside the sales incentive plan and leverage alternative currencies that Sales people value. Join us for an informative and interactive hour, to examine an alternative framework that can be used to develop winning solutions that reduce the threat of Sales turnover and under-performance.
Presenters
Tom is the leader of Axiom's Sales Effectiveness Practice. Prior to joining Axiom, Tom was a Partner in Mercer Consulting's Sales Effectiveness Practice and the Managing Director of Sibson & Company's Chicago office. Tom has 20 years of experience as a sales leader and consultant, during which he has helped companies in North America, Europe, and Asia achieve and sustain profitable revenue growth by focusing on sales strategy, productivity, and performance. Tom has worked across a number of industries, however, his expertise is particularly deep in insurance, high-tech, and manufactured products. Tom is a frequent speaker on Sales Effectiveness issues and was instructor with the American Management Association, on Sales Compensation. He has been published and/or quoted in Sales and Marketing Magazine, Selling Power, workspan, Medical Device and Diagnostic Industry Magazine, and Synygy Magazine. Tom has an MBA from Loyola University and a BS in Commerce from Washington and Lee University.
With 20 years of professional experience as a consultant and executive in the field of human resources, Juan brings insight and expertise in both the design and implementation of practical, high impact solutions that help his clients meet their strategic objectives. He addresses a range of human capital issues including human resources strategy development, organization restructuring, post-merger integration, employee and executive compensation program design and performance measurement and management. Juan's clients have included leading employers in the fields of manufacturing, financial services, government contracting, consumer products, professional services, pharmaceuticals, software, telecommunications and bioscience.
