Sales departments made pay adjustments to sellers’ pay as a result of the COVID-19 crisis. Why did sellers get special treatment? Survey findings reveal the impact of sales declines and the effect on sellers’ incentive earnings. Learn what techniques they used to protect sellers’ pay. Explore the pros and cons of each approach. Understand the short- and long-term implications of these short-term solutions.

Presenter Bio: 

David Cichelli:

David Cichelli contributes his revenue growth 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.

Prior to joining the Alexander Group in 1985, David served for five years as a national practice manager in sales compensation for a leading compensation consulting firm. Previously, he had spent seven years providing support to the field sales organization of a multinational Fortune 200 chemical company.

Academic Credentials:

M.S., Michigan State University

B.S., Pennsylvania State University

Faculty Experience: Merage Foundation University California, Irvine;

WorldatWork; Columbia University