The Five Truths About Sales Compensation
Speaker: David Cichelli, SVP, The Alexander Group
Every year, 90% of all companies change their sales compensation program. Why? Sales departments use numerous programs and sales enablement solutions to drive revenue growth. Sales compensation is one of the primary drivers of sales success. Yet, why does it change so often? David reveals the five truths about sales compensation programs.
Sales Compensation Plans:
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. His clients include leading companies in technology, telecommunications, wholesale/distribution, financial services and healthcare. David helps clients redefine and deploy go-to-customer solutions to ensure optimal revenue performance. By applying the Alexander Group’s Revenue Growth Model™, he helps companies achieve their revenue objectives through the coordination of marketing, sales and service resources. These efforts include revenue planning, customer engagement design, sales force configuration, and program design and management. He is the Alexander Group’s sales compensation practice leader.
Widely recognized by national professional associations and trade publications for his work in linking sales compensation to management’s objectives, David is a frequent speaker on sales compensation topics. He is author of Compensating the Sales Force (2nd edition) and The Sales Growth Imperative, published by McGraw Hill. He serves a leadership role in the design of the firm’s revenue growth conceptual models. David is an officer of the company. His most recent publication is the 2017 Sales Compensation Almanac, published by AGI Press.