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ACCE “Show Me The Money”

ACCE “Show Me The Money”. Lori Holiday, Cincinnati USA Regional Chamber Wendy Stoneberger, Nashville Area Chamber of Commerce Cathy Harrison, Metropolitan Milwaukee Association of Commerce. Agenda. Structuring your sales force and matching their compensation to the business need

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ACCE “Show Me The Money”

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  1. ACCE“Show Me The Money” Lori Holiday, Cincinnati USA Regional Chamber Wendy Stoneberger, Nashville Area Chamber of Commerce Cathy Harrison, Metropolitan Milwaukee Association of Commerce

  2. Agenda • Structuring your sales force and matching their compensation to the business need • Focus on the people and behaviors • How do others do it? • What else is working?

  3. It’s really all about the MONEY! • Compensation structure that provides variety • Match business needs to the compensation package • Guidelines provide structure

  4. Invest in Your Team • Personal and professional development • Reward the right behaviors • Recognition

  5. Align With Your Business Needs 3 2 1 Economic Development Business Networks Public Policy • Milwaukee 7 • Milwaukee Development Corp. • Milwaukee World Trade Association • The Business Council • FUEL Milwaukee • Public Policy Agenda • Ad Hoc Committees • Issue Advocacy • Political Action Committee/Conduit • Legislative Scorecard • Meet your Legislators • Council of Small Business Executives (COSBE) • Executive Roundtable Program • Networking Forums • Business Community Events • Marketing Opportunities

  6. Regional Job Growth 275,000 JobsEXPORT 400,000 JobsSUPPORT 325,000 JobsSUPPLY 1 MILLION JOBS + +

  7. DRIVERS Overall Average Regional Wage = $43,214 Manufacturing FinancialServices Headquarters/ManagementOffices InformationTechnology AcuteHealthcare EducationServices Distribution Jobs Avg. Wage 146,357 $54,779 49,372 $65,219 22,906 $86,234 12,388 $78,720 11,562 $45,040 5,979 $53,189 4,018 $46,741 2009

  8. Primary Sales Focus:Export Drivers… • Manufacturers • Professional Services • Locally Headquartered • Privately Owned • 25+ Employees • Key Industry • Strategic Value • We welcome the rest but apply limited resources.

  9. Market Potential

  10. Wanted: Long term, strategic thinking sales professionals.

  11. Risk/Reward Summary For Sales: • Same or similar behavior = 7% greater commission • Low end sales only = 11% to 38% less commission • High end focus = the sky’s the limit For Chamber: • Higher long & short term revenue • Risk of lower # new members. (Didn’t happen) RESULT Average new member value up 37%

  12. No Money? • Ring the bell! • Offer prizes • A little friendly competition • Lunch with the President • Steal shamelessly

  13. Resources • The Compensation Resources Group (www.compresources.net) • DISC inventory http://www.discprofile.com/ • McClelland's Human Motivation Theory • Books: Now, Discover Your Strengths by Marcus Buckingham • Five Love Languages by Dr. Gary Chapman

  14. What are you doing? Time to share your great ideas or to ask questions of the group!

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