You'll learn what you can and should do now to ensure success in 2009. You'll see how to avoid overpayment and how to manage your incentive costs so that they stay in line with sales results in these tough times.

1. Sales Compensation for Tough Times

4. About Makana Solutions “ the most innovative product I’ve seen lately…they really understand how people design plans and work.” James Hollincheck Research VP “ Plan design is a key element of effective sales compensation, which drives sales behavior. Salesforce users can take advantage of a dedicated sales comp planning solution via the AppExchange with Makana Motivator.” George Hu, CMO “ We believe CEO Cobb's significant knowledge of and insight into the sales compensation industry….will help land Makana Solutions a solid position in the expanding market.” Judy Hodges, Research Analyst

8. Sales Compensation for Tough Times

14. Survey Results for Components of Growth Sirius Decisions

15. Sales Comp Follows Business Strategy

18. Modeling is more important now than ever Total Sales

20. Performance Distribution Curve Unbalanced Balanced

21. Average Opportunity Rep Capacity Lost Opportunity Territory Opportunity vs. Rep Capacity

27. Analyze Pay for Performance Annual Attainment Are you paying the same for equal performance?

30. Now, We’ll Show You How Base Incentive TTC Quota Customers Product Lines Job Roles Territories Organization Measures Formulas Payout