"Investing in Your Sales Team: Is Your Portfolio Diverse Enough?"
In a recent HBR article, researchers compared the variety of tools available to reward and motivate sales teams to an investment portfolio. They pointed to the all-important balance between finance’s goal of control, and sales leadership’s desire to get results. With an estimated $800 billion spent in the US alone on sales compensation, it’s an area that has spurred dozens of well-intentioned philosophies designed to drive success.
In this presentation, Mark Hirschfeld will reveal the results of a groundbreaking benchmarking study conducted with 575 US-based sales management and sales compensation professionals. The study asked panelists about their approach to sales incentives and the business results they are achieving.
The results may surprise you.
Mark Hirschfeld is BI WORLDWIDE’s Vice President of Consulting Services. He provides thought leadership, analysis and strategies to our clients to improve the results of their employee, sales and channel initiatives. Hirschfeld has a passion for helping companies increase the productivity of their sales channel. He has studied and benchmarked outstanding, highly engaged sales organizations, such as automobile dealerships, restaurants and hotels. His experience also includes owning a successful franchise which serves the retail, corporate and physician markets.
Mark Hirschfeld has been studying the elements of highly productive, engaging workplaces since 1981. He is the co-author of Re-Engage: How America’s Best Places to Work Inspire Extra Effort in Extraordinary Times. Hirschfeld has written and lectured about employee engagement at “Best-Places-to-Work” events across the United States. Hirschfeld has consulted extensively in numerous industries, including retail, food service, hospitality, financial services, professional services, information technology, manufacturing and nuclear power. He is the architect of a number of tools used widely in the analysis of employee engagement survey data, providing greater insights to clients. Hirschfeld’s international experience includes work in Canada, the United Kingdom, Saudi Arabia and Australia.
Walter Ruckes has over 25 years of experience developing strategies and executing programs for marketing and sales teams of all kinds. He is currently Vice President of Sales & Channel Strategies.
At BI WORLDWIDE, Walter has worked with customers, sales managers, reps, distributors and dealers in a variety of industries, ranging from telecommunications, to financial services, to manufacturing, to food and beverage. He regularly hears, "What's New and Different?" and uses BI WORLDWIDE's Rules of Engagement and behavioral economics research to drive sales activity and results.
Walter began his career managing print and digital creative teams and is an award-winning writer and creative director. He is a leader in developing creative brainstorming techniques and often facilitates idea-generation sessions for internal and client teams. As a speaker, he has presented on Applied Behavioral Economics, Incentive Program Design and Strategies to Engage and Segment Audiences at all Levels.
October 10, 2017
7:30 - 8:00 a.m. Networking
8:00 - 9:30 a.m. Presentation
7540 Bush Lake Road
Edina, MN 55439
** There is some parking in the front of the building, but most of the parking is just to the South of the building (and then our staff is available to help direct people from there).
FREE - current TCCN Members
$25.00 - guests
For questions or cancellation, please contact: