Asset Management:  Sales Compensation – More than Quotas and Commissions.  How to think about a company’s biggest expense as a strategic asset.  Please join me in a conversation with David Wallace, to cover the following topics: 

• What goes into building a sales compensation plan
• Impact of comp plans on selling
• How much to companies pay their sales reps?
• Compensation plans explained
  • Types of plans
  • Fixed Comp
  • Variable comp
  • Other incentives
  • Terms and Conditions
• How much base salary should I pay?
• What are the kinds of variable comp?
• What’s the right mix of variable vs fixed comp?
• How much should I pay as a percentage of revenue?
• What goes into calculating sales comp payout rates
• How to get sales rep buy in
• Key terms and conditions to include

David Wallace | Partner, Revenue Growth – TechCXO, https://www.linkedin.com/in/dwallace/
David is a sales and marketing executive based in the New York Metropolitan area who primarily works with $20 million – $200 million B2B tech companies. David is most frequently called on by senior executive teams, PE investors and boards to come on as an advisor, consultant or interim C-level executive such as a Chief Revenue Officer or Chief Sales Officer. David has an MBA in finance and marketing from Columbia University.

FENG Asset Management SIG Co-Chairs:

Erin Bengtson-Olivieri | Moderator | https://www.linkedin.com/in/erin-bengtson-olivieri/

Erin Bengtson-Olivieri is a strategic senior finance leader and business partner with extensive experience in transformation, maximize performance and growing organizations.  She was most recently CFO at AllianzGI US and held various CFO and leadership roles Deutsche Bank and D.E. Shaw.  Erin has worked across a variety of business models (asset/wealth/investment management and hedge funds) in both project and line roles.  She started her career at Grant Thornton focusing on financial services.  Erin has a BA in Accounting from Hofstra University.

Jared Stephans, https://www.linkedin.com/in/jared-stephans-mba-insurance-specialty-transactions/

Jared Stephans is a market leading insurance specialist in the financial services sector and is currently Vice President for Alliant Insurance Services, the leading premier global specialty insurance broker. He is responsible for program design, brokerage, and risk consultative services. His coverage expertise includes directors and officers liability, errors and omissions, employment practices liability, fiduciary liability and fidelity, property and casualty, employee benefits. Jared has a broad range of senior relationships across the U.S. and London markets and his experience is a major asset in the prevailing insurance market conditions.