{"id":372,"date":"2021-08-03T08:00:10","date_gmt":"2021-08-03T08:00:10","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-au\/?post_type=webinar&#038;p=372"},"modified":"2025-04-03T15:06:42","modified_gmt":"2025-04-03T04:06:42","slug":"total-sales-compensation-framework","status":"publish","type":"webinar","link":"https:\/\/www.biworldwide.com\/en-au\/our-work\/webinar\/total-sales-compensation-framework\/","title":{"rendered":"Total sales compensation framework"},"content":{"rendered":"<div class=\" has-content-align-center has-overlay has-overlay--dark alignwide wp-block-biw-block-theme-hero\">\n\t<div class=\"biw-hero__grid\">\n\t\t\t\t\t<div class=\"biw-hero__breadcrumbs\">\n\t\t\t\t<div id=\"breadcrumbs\" class=\"breadcrumb-nav__wrapper\"><span class=\"breadcrumb-nav\"><span><a href=\"https:\/\/www.biworldwide.com\/en-au\/\">Home<\/a><\/span><\/span><\/div>\t\t\t<\/div>\n\t\t\n\t\t\t\t\t<div class=\"biw-hero__media has-dynamic-border-radius\">\n\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__overlay overlay-dark\"><\/div>\n\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"720\" height=\"630\" src=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/01\/webinar_aon_totalsalescompframework_hero.jpg\" class=\"biw-hero__bg-image\" alt=\"Dial pointing to full\" style=\"object-position: 19% 50%;\" srcset=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/01\/webinar_aon_totalsalescompframework_hero.jpg 720w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/01\/webinar_aon_totalsalescompframework_hero-300x263.jpg 300w\" sizes=\"auto, (max-width: 720px) 100vw, 720px\" \/>\t\t\t<\/div>\n\t\t\t\t<div class=\"biw-hero__content\">\n\t\t\t\t\t\t<h1 class=\"biw-hero__title\" style=\"line-height: 1.2\">\n\t\t\t\tTotal sales compensation framework\t\t\t<\/h1>\n\t\t\t\t\t\t\t<h2 class=\"biw-hero__subtitle\">\n\t\t\t\t\tWebinar On Demand\t\t\t\t<\/h2>\n\t\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__text\">\n\t\t\t\t\t\n\n<p>Compensation, incentives, and total rewards\u2026 there are more tools for rewarding your salespeople than ever. Which ones work? How do you know which ones to use? And most importantly, how do you measure their return on investment?<\/p>\n\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__experts\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"biw-hero__expert\">\n\t\t\t\t\t\t\tMark Hirschfeld\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"biw-hero__expert-title\">, Vice President, Research and Strategy, BI WORLDWIDE<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<a href=\"#related-experts\" class=\"biw-hero__experts-link\">More about the author<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>What really motivates people and drives results?<\/strong>&nbsp;<\/h3>\n\n\n\n<p>There&nbsp;are more tools for rewarding your salespeople than ever. Which ones work? How do you know which ones to use? And most importantly, how do you measure their return on investment?<\/p>\n\n\n\n<p>Join Rob Bentley, Associate Partner of Sales Effectiveness at Aon and Mark Hirschfeld, Vice President of Consulting\u202fand Strategic Partnerships at BI WORLDWIDE, as they walk through a total sales compensation framework and discuss the tools, trends and rules of measurement you need to help keep your employees inspired and motivated.<\/p>\n\n\n\n<div class=\"wp-block-media-text is-stacked-on-mobile\" style=\"grid-template-columns:15% auto\"><figure class=\"wp-block-media-text__media\"><img loading=\"lazy\" decoding=\"async\" width=\"301\" height=\"301\" src=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/01\/rob-bentley.jpg\" alt=\"Rob Bentley Headshot\" class=\"wp-image-374 size-full\" srcset=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/01\/rob-bentley.jpg 301w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2025\/01\/rob-bentley-150x150.jpg 150w\" sizes=\"auto, (max-width: 301px) 100vw, 301px\" \/><\/figure><div class=\"wp-block-media-text__content\">\n<p class=\"is-style-default has-small-font-size is-style-default\"><strong>Rob Bentley<br>Associate Partner, Sales Effectiveness at Aon<br><\/strong>Rob is a Manager and Associate Partner in Aon Consulting\u2019s Talent, Reward &amp; Performance Consulting Practice, located in Lincolnshire, Illinois. As a leader in Aon Consulting\u2019s Sales Force Effectiveness group, Rob has extensive experience (over 20 years in consulting) developing solutions to improve the effectiveness of clients\u2019 sales human resources in the areas of sales compensation design, customer segmentation, territory alignment, quota-setting, recognition programs, and sales manager effectiveness.<\/p>\n<\/div><\/div>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-vimeo wp-block-embed-vimeo wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"WEBINAR: Total Sales Compensation Framework\" src=\"https:\/\/player.vimeo.com\/video\/636757243?dnt=1&amp;app_id=122963\" width=\"500\" height=\"281\" frameborder=\"0\" allow=\"autoplay; fullscreen; picture-in-picture; clipboard-write; encrypted-media\"><\/iframe>\n<\/div><\/figure>\n\n\n\n<div style=\"height:0\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-group alignfull bg-angle-action-orange has-background-angle-to-left bg-angle-accent-cyan has-global-padding is-layout-constrained wp-container-core-group-is-layout-d3543a3b wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group  layout-columns-6 has-global-padding is-layout-constrained wp-container-core-group-is-layout-97093539 wp-block-group-is-layout-constrained\">\n<h2 class=\"wp-block-heading has-text-align-center\">Watch our other webinars<\/h2>\n\n\n\n<p class=\"has-text-align-center has-large-font-size\" style=\"line-height:1.6\"><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-query is-layout-flow wp-block-query-is-layout-flow\"><ul class=\"columns-3 wp-block-post-template is-layout-grid wp-container-core-post-template-is-layout-25ce596f wp-block-post-template-is-layout-grid has-dynamic-card-height has-dynamic-row-fill\"><li class=\"wp-block-post post-3393 webinar type-webinar status-publish has-post-thumbnail hentry content-topic-employee-performance content-topic-employee-recognition content-topic-employee-rewards content-topic-sales-incentives content-topic-salesmaker problem-space-employee-engagement problem-space-sales-team-motivation\">\n\n<div class=\" has-dynamic-border-radius  has-featured-image wp-block-biw-block-theme-blog-card\">\n    <div class=\"blog-card__inner\">\n\t\t            <figure class=\"blog-card__featured-image\"><img loading=\"lazy\" decoding=\"async\"  style=\"object-position: 50% 50%;\" width=\"1300\" height=\"728\" src=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/04\/1300x728px-SocialGraphic-Medtronic-OD-42325.jpg\" class=\"blog-card__featured-image-img has-focal-point wp-post-image wp-post-image\" alt=\"Three professionals sit at a table, smiling and talking with laptops and notebooks. Text promotes a webinar on recognition in business, featuring Ken Fairchild and Amy Stern, with their photos and titles displayed.\" srcset=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/04\/1300x728px-SocialGraphic-Medtronic-OD-42325.jpg 1300w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/04\/1300x728px-SocialGraphic-Medtronic-OD-42325-300x168.jpg 300w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/04\/1300x728px-SocialGraphic-Medtronic-OD-42325-1024x573.jpg 1024w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/04\/1300x728px-SocialGraphic-Medtronic-OD-42325-768x430.jpg 768w\" sizes=\"auto, (max-width: 1300px) 100vw, 1300px\" \/><\/figure>\n\t\t        <div class=\"blog-card__text-content\">\n                            <p class=\"blog-card__type webinar\">Webinar<\/p>\n\t\t\t\t\t\t                <h3 class=\"blog-card__title\">\n                    <a href=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/webinar\/driving-business-and-culture\/\">Driving business and culture<\/a>\n                <\/h3>\n\t\t\t\t\t\t                <p class=\"blog-card__excerpt\">Watch this webinar to learn about how Medtronic leverages their recognition initiatives to drive organisational objectives.<\/p>\n\t\t\t        <\/div>\n    <\/div>\n<\/div>\n<\/li><li class=\"wp-block-post post-845 webinar type-webinar status-publish has-post-thumbnail hentry content-topic-employee-value-proposition content-topic-employee-wellbeing problem-space-employee-engagement\">\n\n<div class=\" has-dynamic-border-radius  has-featured-image wp-block-biw-block-theme-blog-card\">\n    <div class=\"blog-card__inner\">\n\t\t            <figure class=\"blog-card__featured-image\"><img loading=\"lazy\" decoding=\"async\"  style=\"object-position: 50% 50%;\" width=\"1300\" height=\"732\" src=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/WebinarOD-Whats-Next-For-Work-BShuck-1.25-1300x732px.jpg\" class=\"blog-card__featured-image-img has-focal-point wp-post-image wp-post-image\" alt=\"A promotional image for a webinar titled Whats next for work: 2025 featuring Brad Shuck, Ph.D. He is listed as a professor and owner of LEAD Research, LLC. The background includes a lightbulb with sparks. SHRM certification eligible.\" srcset=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/WebinarOD-Whats-Next-For-Work-BShuck-1.25-1300x732px.jpg 1300w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/WebinarOD-Whats-Next-For-Work-BShuck-1.25-1300x732px-300x169.jpg 300w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/WebinarOD-Whats-Next-For-Work-BShuck-1.25-1300x732px-1024x577.jpg 1024w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/WebinarOD-Whats-Next-For-Work-BShuck-1.25-1300x732px-768x432.jpg 768w\" sizes=\"auto, (max-width: 1300px) 100vw, 1300px\" \/><\/figure>\n\t\t        <div class=\"blog-card__text-content\">\n                            <p class=\"blog-card__type webinar\">Webinar<\/p>\n\t\t\t\t\t\t                <h3 class=\"blog-card__title\">\n                    <a href=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/webinar\/whats-next-for-work-2025\/\">What&#8217;s next for work 2025<\/a>\n                <\/h3>\n\t\t\t\t\t\t                <p class=\"blog-card__excerpt\">The way people work and how companies approach work is constantly evolving. Each year, new patterns of work emerge, and looking into 2025, we see that\u2019s no different.<\/p>\n\t\t\t        <\/div>\n    <\/div>\n<\/div>\n<\/li><li class=\"wp-block-post post-517 webinar type-webinar status-publish has-post-thumbnail hentry content-topic-communications content-topic-employee-performance content-topic-sales-incentives problem-space-sales-team-motivation\">\n\n<div class=\" has-dynamic-border-radius  has-featured-image wp-block-biw-block-theme-blog-card\">\n    <div class=\"blog-card__inner\">\n\t\t            <figure class=\"blog-card__featured-image\"><img loading=\"lazy\" decoding=\"async\"  style=\"object-position: 50% 50%;\" width=\"1300\" height=\"732\" src=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/WebinarOD-Boehringer-Ingelheim-Celebrating-moments-that-matter-1.23-1300x732px.jpg\" class=\"blog-card__featured-image-img has-focal-point wp-post-image wp-post-image\" alt=\"Image of a promotional webinar graphic. It features a telescope and text about transitioning from reactive to strategic incentive approaches. Includes details about speakers Brad Norton and Kari Hanson, along with their titles and company, BI Worldwide.\" srcset=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/WebinarOD-Boehringer-Ingelheim-Celebrating-moments-that-matter-1.23-1300x732px.jpg 1300w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/WebinarOD-Boehringer-Ingelheim-Celebrating-moments-that-matter-1.23-1300x732px-300x169.jpg 300w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/WebinarOD-Boehringer-Ingelheim-Celebrating-moments-that-matter-1.23-1300x732px-1024x577.jpg 1024w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/WebinarOD-Boehringer-Ingelheim-Celebrating-moments-that-matter-1.23-1300x732px-768x432.jpg 768w\" sizes=\"auto, (max-width: 1300px) 100vw, 1300px\" \/><\/figure>\n\t\t        <div class=\"blog-card__text-content\">\n                            <p class=\"blog-card__type webinar\">Webinar<\/p>\n\t\t\t\t\t\t                <h3 class=\"blog-card__title\">\n                    <a href=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/webinar\/boehringer-ingelheim-webinar-from-reactive-to-strategic\/\">Boehringer Ingelheim: From reactive to strategic<\/a>\n                <\/h3>\n\t\t\t\t\t\t                <p class=\"blog-card__excerpt\">When it comes to\u202fsales incentives, it\u2019s not enough to just have them \u2013 they need to be strategic, focused, and inspirational to the specific needs of your sales audience.\u00a0<\/p>\n\t\t\t        <\/div>\n    <\/div>\n<\/div>\n<\/li><\/ul><\/div>\n<span class='background-angle-wrapper'><svg fill='none' viewBox='0 0 1728 699' xmlns='http:\/\/www.w3.org\/2000\/svg'><path d='M1728 0H0V294.923L1728 698.43V0Z' fill='url(#69db410d0f04a)'\/><defs><linearGradient id='69db410d0f04a' x1='1738.8' x2='1701' y1='717.27' y2='15.023' gradientUnits='userSpaceOnUse'><stop stop-color='#3EC4D5' stop-opacity='.3' offset='0'\/><stop stop-color='#3EC4D5' stop-opacity='0' offset='1'\/><\/linearGradient><\/defs><\/svg><\/span><\/div>","protected":false},"excerpt":{"rendered":"<p>Compensation, incentives, and total rewards\u2026 there are more tools for rewarding your salespeople than ever. Which ones work? How do you know which ones to use? And most importantly, how do you measure their return on investment?<\/p>\n","protected":false},"featured_media":376,"template":"","meta":{"case_study_logo":0,"unique_title":"","unique_cta":"","associated_experts":[{"id":552,"title":"Mark Hirschfeld","type":"industry-expert","slug":"mark-hirschfeld","industry_expert_title":"Vice President, Research and Strategy, BI WORLDWIDE"}],"featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[20,26],"problem-space":[14],"class_list":["post-372","webinar","type-webinar","status-publish","has-post-thumbnail","hentry","content-topic-employee-performance","content-topic-sales-incentives","problem-space-sales-team-motivation"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Total sales compensation framework - Australia<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/webinar\/total-sales-compensation-framework\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Total sales compensation framework - Australia\" \/>\n<meta property=\"og:description\" content=\"Compensation, incentives, and total rewards\u2026 there are more tools for rewarding your salespeople than ever. 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