Ken Thoreson – Creating Sales Compensation Plans That Work

Ken Thoreson – Creating Sales Compensation Plans That Work

Descreption of Creating Sales Compensation Plans That Work

Developing effective sales compensation can be a difficult and complex task. Getting right means rewarding the right behaviors, fair compensation, and profitability. Getting it wrong means suffering the consequences of unintended consequences, deterioration of motivation, turnover, and decreasing sales.

In Creating Sales Compensation Plans That Work, sales leadership expert and author Ken Thoreson takes you step by step through the process of building sales compensation and incentive plans that really work.

Who should take this course?

• Business Development Representatives
• Sales Professionals
• VP of Sales

About Ken Thoreson

Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who “operationalizes” sales management systems and processes to pull sales results out of the doldrums into the fresh zone of predictable revenue. As a sales management thought leader Ken is recognized as an expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training within the sales function.

Over the past 18 years, his consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for companies throughout North America–from emerging, transitional to high-growth. Prior to founding Acumen, he led development-stage, entrepreneurial, and a $250-million national vertical software sales organization as vice president of sales.

As a speaker, Ken energizes audiences and recharges their personal commitment to professional excellence to help drive personal and organizational change and growth. In addition to the four released books based on his Sales Management Guru series, and Success Simplified, co-authored with Stephen Covey, Ken’s many articles and nationally recognized blog are excellent resources for executives who want to revitalize their organizations.

He has been published in Selling Power, VARBusiness, Reseller Management, Business Products Professional SmartReseller and Redmond Channel Partner Magazine, a publication for Microsoft channel partners. Ken’s blog has been rated in the top 10 sales blogs in the United States and ranked a top sales industry social media user by Top View.

About Acumen Management

Since 1995 Acumen Management Group, Ltd. (AMGL) has provided sales management expertise and programs to organizations for generating revenue growth. Through its headquarters in Knoxville, TN, the firm creates strategic sales management programs – from assessment through implementation and evaluation – that build positive, predictable revenue for early-stage, high growth, and turnaround corporations throughout North America.

Sales management systems must be established to attract, build and manage appropriate direct or indirect distribution channels. An organization’s declining or flat revenues are a clear indication that sales management has failed to meet the sales organization’s critical objectives.

Sales managers face many challenges in helping their organizations attain revenue goals. Since their people, time and money resources are limited, it is imperative that they arm their sales organizations with tools and techniques for identifying and maximizing every opportunity. In addition, they must modify sales plans and performance measurements to integrate the continuous flow of management decisions and communications and marketing strategies and tactics.

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