Program Summary

What is going on with sales compensation right now? What is changing and what is not? Are there any notable new trends? And what about the global pandemic – how are companies reacting to this and adjusting their sales compensation plans?

This session will share recent research on current sales compensation practices and trends, covering such topics as plan design practices (performance measures, pay mix, payout mechanics, frequency, etc.), governance, and plan effectiveness. We will also look at the impact of Covid-19 and look to the future regarding what we expect 2021 may bring. Our speakers will bring experiences and observations across multiple industries and regions. The session will provide useful information as companies are thinking about potential changes for 2021 and beyond. Participants are encouraged to bring their most vexing sales compensation challenges and questions to put on the table.

Program Presenter

Ron Burke is a Senior Director and the Global Leader for Willis Towers Watson’s Sales Effectiveness & Rewards practice. He has over 25 years of experience consulting on sales compensation design and other sales effectiveness issues. Currently based in New York, Ron previously spent a decade in London as the leader of the firm’s Sales Effectiveness & Rewards practice for the Europe, Middle East and Africa region. He is a frequent speaker and author on sales effectiveness topics. He is also a contributing author to the Sales Compensation Handbook (second edition), published by the American Management Association. Ron earned a Master of International Affairs (M.I.A.) degree with a concentration in international banking and finance from Columbia University. He holds a B.A. degree in development studies with a concentration in economic and political development from the University of California at Berkeley.

Jon Randall is a Senior Director, based in Willis Towers Watson’s San Francisco office. He has over 30 years of consulting experience helping organizations across the globe address business priorities spanning strategy execution, revenue growth, productivity, employee capability and engagement. Jon’s areas of consulting expertise include sales effectiveness, total rewards, M&A and change management. Jon has extensive experience leading multi-country projects, spanning both mature and growth markets. He has broad industry experience, with a particular focus on the technology sector. Jon is a frequent speaker on talent and rewards issues and has published on the topics of retention, performance measurement, sales compensation, governance and human capital risk management. He received a B.A. degree (magna cum laude) in International Relations and German from Tufts University and is a recipient of the B.E. Wyatt Award for excellence in client relationships.

Meeting Schedule

3:00pm - 4:00pm: Presentation and Discussion

Cost

$0 for NJCA members 
$35 for non-members

Recertification Credit

This session qualifies for recertification credit for the Certified Compensation Professional (CCP®), Certified Benefits Professional® (CBP), Global Remuneration Professional (GRP®), Work-Life Certified Professional (WLCP®), Certified Executive Compensation Professional (CECP™) and  Certified Sales Compensation Professional (CSCP™) designations granted by WorldatWork Society of Certified Professionals.  For more information on recertification, visit the WorldatWork Society recertification webpage at www.worldatworksociety.org/recertification. 

Register Here