Sales Leadership Series Session 3 – Sales Team Structure and Compensation

TIME: 10:00-11:00am ET / 3:00-4:00pm GMT / 4:00-5:00pm CET
DATES: Jan 24, 2024
FORMAT: Sales Strategies in Structure
HOST: Joseph Coleman, Executive Director, Renewd
MODERATOR: John Hitchcock, Managing Director, Energy Intelligence
SPECIAL GUEST SPEAKERS: Sheran Fernando, Chief Operating Officer of Warren Communications, and Stephanie Williford, CEO of EB Medicine

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Session III (Jan. 24): Sales Team Structure and Compensation
Sheran Fernando, Chief Operating Officer of Warren Communications, and Stephanie Williford, CEO of EB Medicine, will tackle the thorniest of issues: how to organize, manager and motivate a sales team – whether that “team” is a single staffer working from home or a dozen individuals located in offices across the globe. The best-laid plans (and KPIs) can super-charge performance. But how do you tell what’s “best” from what’s a deflating over-stretch? Moderated by John Hitchcock.

• Setting priorities on markets and products
• Working with other departments – when to encourage, when to discourage
• Lines of communication to and from management
• Base vs variable – Is there more than one “right” ratio?