Sales Incentive Design & Governance Working Group | Hosted by American Express | May 14, 2019 | New York, NY

Tuesday | May 14, 2019

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LOCATION:  American Express Tower | 200 Vesey Street | New York, NY 

The current talent landscape is a competitive and challenging one.  Companies are looking for ways to attract and retain top talent and the sales function is one of the most competitive areas.  Along with this competitive environment, the sales practices and incentive area is facing increasing scrutiny and focus by regulatory agencies which is causing companies to rethink how they are approaching this. This working group session is primarily for Compensation and Rewards thought leaders to discuss the current landscape, challenges and best practices for organizations to achieve a solid governance and design framework for Sales/Production Incentive Compensation plans.

Key Questions that we will look to discuss during the working group session include:

  • What role does HR Compensation (either a Sales Compensation Center of Excellence or HR Compensation and Benefits) play within the sales compensation space with respect to design, governance and administration?  How is your team structured?  What role do advisory councils or design teams play?
  • How do you assess the ROI on your incentive plans?  What other measures do you have in place?
  • What changes, if any, have you made to your sales incentive design and governance in light of increased regulatory scrutiny? Do you anticipate further changes in next 12- 24 months?
  • What approach are you taking or planning to take in order to stay ahead of the evolving landscape and set yourselves up to be strategic partners in the sales compensation space?
  • What technology solutions have your found to help manage the increasingly complex management and reporting of your sales compensation plans?

In preparation for the meeting, please spend some time reflecting on your own personal experiences in the above areas. During the meeting, we will spend time talking about each of the areas as well as others that are identified through the course of our conversations together. As with all of our working groups, the design of this session is an open discussion on these topics and other questions of interest moderated by Cornell Faculty.

This working group will run from 8:30 AM to 3:00 PM with a continental breakfast (8:30 to 9:00) and working lunch.  The session is free of charge to CAHRS partner firms.

Cornell Discussion Leader:
Beth Flynn-Ferry is Executive Director of Cornell University's Center for Advanced Human Resource Studies (CAHRS) at the ILR School.

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