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Optimizing Your Sales Compensation Plans

Michael Schmidtmann  (Owner, Trans4mers)

Ian Pugh  (Director Of Strategic Partnerships, GreatAmerica Financial Services)

Location: Grand Sierra Ballroom B

Date: Wednesday, September 14

Time: 10:20 am - 10:55 am

Pass Type: Summit Pass

Event: Channel Leadership Summit

Session Type: Conference Session

Vault Recording: TBD

All MSPs struggle with employee compensation, especially when it comes to their sales teams. The biggest questions facing channel leaders when it comes to optimizing their sales comp plans are whether they are incenting the right behaviors and how their plans compare with other MSPs. No one wants to craft sales compensation plans that are way above the industry averages, but in a competitive market, MSPs must pay enough to attract top talent. It’s a delicate balance. In this session, we will discuss how much is enough and what is too much to help channel leaders develop sound compensation plans. Learn how MSPs pay their salespeople and what you should be paying. This session will also explore the danger of overpaying underperformers which can demotivate both sales and marketing team members. This session draws on channel research that explores the most common compensation models and how they impact behavior including salaries, commissions, bonus plans, spiffs and other incentives. As an exclusive MSP Summit incentive, every attendee will receive a worksheet to calculate key ratios which can be used to benchmark industry averages. Discover how to evolve compensation plans over time to minimize disruption while growing profitability.