|
Thank
you to our speaker and host.
Shown left to right: Frank Donlan, AeA; Lou
DeBenedetto, Mercury Computer Systems, Inc.; Michael Miller, The
Alexander Group; Anne Doherty Johnson, AeA and Anne Dugan, AeA.
|
Event Summary
On April 1, 2004, AeA hosted a sales compensation program on
Driving Increased Revenues with an Effective Sales Compensation Plan at AeA member company, Mercury Computer Systems, Inc. in Chelmsford. Attendees learned how to select the right sales compensation design elements to help them achieve company objectives.
Michael Miller, Northeast Region Manager, The Alexander Group, kicked off the program by examining trends in sales compensation plans in the high-tech industry. He then addressed common symptoms associated with a poorly designed sales compensation program, reviewed key drivers of compensation change and summarized plan types by business growth phase. Mike then walked attendees through a disciplined process for designing best practice sales compensation plans. He noted the benefits of a good plan were significant and stressed that up-front work on the pan can ensure that the sales compensation program is appropriately aligned with a company’s business objectives.
Special thanks to Mercury Computer Systems, Inc. for hosting this event.
Back to top
Do you have an idea for a guest speaker?
Are you interested in
joining one of AeA New England's Committees? Do you want to help shape AeA's
local events? We
invite you to join our
Program Committee to plan future programs of
interest. For more information, contact Anne Dugan
or call 781.938.1925, x101.
Back to top
Photo Gallery
 |
Anne Doherty Johnson welcomes attendees and reviews recent AeA activities. |
| Lou DeBenedetto, Regional Sales Director, Mercury Computer Systems, welcomes attendees to the company's Chelmsford headquarters. |
 |
 |
Michael Miller, Northeast Region Manager, The Alexander Group, reviews best practices in successful sales compensation plans. |
| Attendees exchange ideas and business cards during the break.
Shown center is Mark Rosenzweig, President and CEO of BTU International, Inc., a member of AeA's Executive Committee.
|
 |
 |
Breaks afforded some good time for comparing notes on company
practices.
Shown to the right is chair of AeA's HR Committee, Thomas Wilson, President of Wilson Group, Inc., chair of AeA's HR Committee.
|
| Mike Miller reviews the do's and don'ts of a good sales comp program. |
 |
 |
The audience hears some best practices in driving compensation. |
Back to top
This page was last
updated on
04/09/04.
Copyright © 2004 American Electronics Association.
All rights reserved. |
About AeA
) indicate exclusive features available to AeA Members.
Printer Friendly Version
Email This Document
Update My Interests