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Why Top Line Sales Won t Cut it Anymore

What We'll Cover. What does incentive design best practice mean? The Impact of Business Unit Culture on Plan DesignImportance of Sales Reporting

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Why Top Line Sales Won t Cut it Anymore

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    1. Why Top Line Sales Won’t Cut it Anymore! Presented by Paul Oliva National Starch & Chemical

    2. What We’ll Cover What does incentive design best practice mean? The Impact of Business Unit Culture on Plan Design Importance of Sales Reporting & Administration Systems Why Profitability vs. Top Line Growth Case Studies, Highlights & Insights Adhesives (U.S.) NPG (U.S.) Personal Care (Global – U.S. & Europe) Incentive Component Summary Importance of Conducting Post-Mortem Reviews

    3. Incentive Design Best Practice…This Means What are the Business Objectives? What sales behaviors do we want to drive? Question to ask: If we drive these behaviors, will they lead to desired business results? If we drive these behaviors, will they be counterproductive to primary job function? e.g., Hunter vs. Farmer – (SAM vs. Sales Rep) Line-of-sight considerations Degree to which on-the-job performance impacts bonus results Common goals across levels of sales mgmt Obtain mandate to look at all levels of sales professionals and sales mgmt Incentive components and reinforced sales behaviors should work in harmony and be complimentary across all levels of sales team.

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