Sales Compensation: Dark Side of Sales Quotas

Sales Compensation: the Dark World of Sales Quotas

May 25, 2017 

Registration 7:30 a.m.

Presentation: 8:00 a.m. to 9:00 a.m. 

Most sales compensation programs use sales quotas to determine incentive payouts.  A poorly operating sales quota system can doom a sales compensation program.   Sales compensation professionals need to partner with sales enablement resources to ensure the sales quota program is strong and healthy.   Attend this session to unlock the mysteries of sales quotas, learn its language, and understand how engage the sales quota overlords to ensure sales compensation program success.

Presented by: David Cichelli, Senior Vice President, Alexander Group

David Cichelli is a Senior Vice President with AGI, a sales effectiveness consulting firm. David is widely recognized by national professional associations and trade publications for his work in solving complex sales effectiveness challenges. His consulting clients include the sales departments of major Fortune 500 companies in many industries. He is the principal architect for today’s contemporary sales compensation principles employed by sales organizations around the world. Mr. Cichelli holds a Bachelor’s degree in Industrial Psychology from Penn State University and a Master’s degree in Human Resources from Michigan State University. He makes frequent sales compensation presentations with the World At Work and has authored other highly useful professional resources.