Transcript 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
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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?
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Compensation structure that provides variety
Match business needs to the compensation
package
Guidelines provide structure
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Personal and professional development
Reward the right behaviors
Recognition
Align With Your Business Needs
1
Economic
Development
• Milwaukee 7
• Milwaukee Development Corp.
• Milwaukee World Trade
Association
• The Business Council
• FUEL Milwaukee
2
3
Public Policy
Business Networks
• 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
Regional Job Growth
1 MILLION JOBS
+
275,000 Jobs
EXPORT
+
325,000 Jobs
SUPPLY
400,000 Jobs
SUPPORT
DRIVERS
Manufacturing
Overall Average Regional Wage = $43,214
Financial
Services
Headquarters/
Management
Offices
Information
Technology
Acute
Healthcare
Distribution
Education
Services
Jobs
146,357
49,372
22,906
12,388
11,562
5,979
4,018
Avg.
Wage
$54,779
$65,219
$86,234
$78,720
$45,040
$53,189
$46,741
2009
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Manufacturers
Professional Services
Locally Headquartered
Privately Owned
25+ Employees
Key Industry
Strategic Value
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We welcome the rest but apply limited
resources.
Wanted: Long term, strategic thinking
sales professionals.
NEW MMAC DUES & COMMISSION
STRUCTURE
Company Size
1-10
11-24
25-49
50-74
75-99
100-149
150-199
200-249
250-300
300-499
500-999
1000+
Dues
$500
$600
$700
$800
$1,000
$1,250
$1,500
$2,000
$2,500
See Account Executive for
companies over 300
employees.
Commission
20%
35%
40%
50%
50%
50%
50%
50%
50%
For Sales:
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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%
◦ Ring the bell!
◦ Offer prizes
◦ A little friendly competition
◦ Lunch with the President
◦ Steal shamelessly
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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
Time to share your great ideas or to ask
questions of the group!