Designing A Global Sales Compensation Plan

Webinar: ID# 1023363
Recorded CD
About This Course:
U.S. headquartered global organizations growing in today's dynamic environments often find themselves frustrated by inconsistencies in sales compensation plan administration, planning and practices.

Many such organizations wish to avoid the conflicts raised by these inconsistencies by implementing a single global sales incentive compensation plan, in order to ensure consistent practices worldwide when it comes to when, why and how its diverse sales force will be paid.

This material provides the tools needed to develop an effective global compensation plan. We will discuss key elements of a successful Global Plan, including drafting important terms, planning for and implementing a successful roll-out and addressing and resolving disputes arising from change management along the way.

Whether integrating compensation plans following a first-time acquisition, or harmonizing existing plans worldwide, we will provide you the resources necessary to design and implement a strategy to make global incentive pay manageable, provide your workforce with enforceable agreements, adopt protocols to avoid common mistakes and disputes, and consistently address and resolve employee-relations matters when they do arise.


Why Are Global Compensation Plans Important?
  • Market Drivers, Financial Planning, Consistency, Fairness
  • Challenges
  • Benefits
Critical Issues in Plan Design
  • Commission Plans vs. Sales Incentive Pay
  • Designing a Coverage Model to Clearly Define How Incentive Pay Is Earned – the Most Important Factor in Sales Compensation Plan Success
  • Transparency in Setting Expectations Around Quota Adjustment
  • Other Crucial Plan Components – Best Practices
  • Commonly Confused Concepts in a Global Environment and Their Legal Significance Incentive/Bonus, Holiday/Vacation, Sales Management's Role
  • Annual Plans
  • MidYear Plan Changes New Products and Opportunities
  • Avoiding Bluebirds
  • Threshold Reqirements
  • Clawbacks
  • Legal Issues Raised From Sales Cycle Reporting Systems
  • Clear Training in and Prohibition of Breach in Finance Protocols
  • Leaves of Absence
  • Termination of Employment
  • Other Legal Matters Specifically Impacting a Global Sales Force
Critical Issues in Plan Implementation
  • Effective Plan Roll-Outs and Drafting Enforceable Agreements
  • Employment Contracts vs. AtWill
  • Annual Plan Changes
  • Consultation Requirements
  • Acquired Rights Principles
  • Individual Agreements
  • Local Law Requirements
  • Best Practices in Rolling-out New Plans
  • Team Impact of Cross Functional Thought Leaders: Legal, Finance, Operations, HR, Compensation, Sales Leadership
  • Addressing Disputes
  • Lessons Learned the Hard Way – Examples
About The Presenter

Carson G. Burnham
  • Shareholder and chair of the International Practice Group at Ogletree, Deakins, Nash, Smoak & Stewart, P.C., a Labor & Employment Firm throughout the U.S., and in Europe, Canada and Mexico
  • Over the last five years, she built the firm’s International Practice in the U.S. and led the growth of the firm in London, Berlin, and Mexico City, and Canada
  • Extensive experience advocating for multinational organizations and resolving all manner of global employment law and cross border issues, including litigation, employment negotiation advice and counsel, compensation planning, executive compensation and benefits, international corporate structure requirements for engaging a local or expat workforce, union and works council negotiations, and training
  • Also handles the range of employment law issues that arise in cross-border mergers, acquisitions, divestitures and restructurings; specializes in assisting her U.S. clients break through obstacles arising from foreign employment laws that impede fast paced growth and progress
  • Routinely handles matters in Europe, the Middle East and Asia; she and her team have assisted clients in more than 100 countries
  • J.D. degree, University of Pennsylvania
Designing A Global Sales Compensation Plan
Available on CD format
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