SBI Sales and Marketing Podcast
About This Show
The SBI Sales and Marketing Podcast is a weekly dive into the latest insights and business strategies in the world of sales and marketing. Every week Greg Alexander, CEO of SBI, invites the top CEOs and Marketing and Sales leaders from a variety of industries to discuss how they make their number year after year, so you can do the same. Subscribe for your weekly dose of business news, management & marketing, and sales insights to keep you at the top of your game.
Most Recent Episode
Compensation Plan Design: Attract and Retain Top Performers
2 days ago
Joining us for today’s show is Eric Schwab, a Chief Revenue Officer who knows a thing or two about revenue growth. Today’s topic is incentive compensation planning to hit your revenue goal. As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy section and turn to the compensation planning phase on pages 308 – 313 of the PDF workbook. Eric Schwab is uniquely qualified to speak on this topic of compensation planning as the Chief Revenue Officer for TEN: The Enthusiast Network. TEN is the company that brings us iconic media brands such as Motor Trend, Powder, Surfer, and HOT ROD to name a few. As a content creation and media solutions company, TEN has transformed from a legacy media provider into a new media company. Eric has lead the sales team during this transformation. Listen as Eric demonstrates how to design incentive compensation plans that get you to your revenue goal. This show is a must-watch episode for any corporate leader wanting to tie the achievement of the corporate strategy to the day-to-day behavior of the sales force. This show captures how Eric recognized the tie between a revenue miss and how the sales force was motivated through the comp plan. Watch as Eric and I discuss the steps Eric took to design the right sales compensation plan that would drive the right behavior and reward performance.