Callidus Communication November 2007

Callidus Sales Performance Conference San Diego, CA November 13, 2007 Are We Communicating? How To “Sell” The Total Rewards Package…Successfully! John A. Rubino, President Rubino Consulting Services [email_address] rubinoconsulting.com

Global Research Consistently Shows That Most Organizations Do A Poor Job Of Communicating With Their Employees. WHY????

Three Primary (Mega) Objectives Of Managed Communication: ,[object Object],[object Object],[object Object]

Tools And Techniques For Effective, Managed Communication… ,[object Object],[object Object]

Communication Methodology A Framework For Effective Communication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

1. Analyze The Current Situation ,[object Object]

2. Define The Communication Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Are These Communication Objectives “SMAART”? ,[object Object],[object Object],[object Object],[object Object]

3. Establish The Key Messages ,[object Object],[object Object],[object Object],[object Object]

What Are The Key Messages? ,[object Object],[object Object],[object Object],[object Object],[object Object]

4. Conduct The Audience Research ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

5. Choose The Media Many Choices, Many Combinations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Coca-Cola Enterprises, Inc. Total Rewards Statement ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sun Trust Banks, Inc. Broad-Based Stock Option Program ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Communication Methodology For The New Total Reward Strategy (‘Example’) ,[object Object]

Communication Methodology For The New Total Reward Strategy ,[object Object]

Communication Methodology For The New Total Reward Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object]

Communication Methodology For the New Total Reward Strategy ,[object Object]

Communication Methodology For the New Total Reward Strategy ,[object Object],[object Object],[object Object],[object Object]

Communication Methodology For The New Total Reward Strategy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Communication Methodology For The New Total Reward Strategy ,[object Object],[object Object]

The Total Rewards Package… **It All Starts With EFFECTIVE PERFORMANCE MANAGEMENT** **Performance Management Needs To Be At The Core Of Everything That We Do!**

The Goal of Performance Management ,[object Object],[object Object]

The Rationale for Performance Management ,[object Object],[object Object]

What Is Successful Performance Management? ,[object Object],[object Object]

What Is Unsuccessful Performance Management? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Performance Management: A Continuous Process ,[object Object],[object Object],[object Object],[object Object]

Effective Performance Management: The ‘Cascading’ Approach ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Total Rewards Objectives: We Want to Create and Support… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Total Rewards Plan ,[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

6. A Successful Plan Yields Financial Returns to the Company ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

7. A Successful Plan Involves Employees And Managers ,[object Object],[object Object],[object Object],[object Object],[object Object]

9 (a). A Successful Plan Sets Forth Clear Performance Goals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

9 (b). A Successful Plan Sets Forth Clear Performance Goals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

VARIABLE PLAN ‘FRAMEWORK’ (Can Be Tailored To Your Organization) RANGE: PERFORMANCE TARGET 0 – 150% WEIGHTINGS TIER OPPORT. OF TARGET CORP. DEPT. INDIV. ---------------------------------------------------------------------------------------------------------- 1 – Officers 35.0% 0 – 52.5% 70% 20% 10% 2 – Directors 25.0% 0 – 37.5% 40% 50% 10% 3 – Managers 15.0% 0 – 22.5% 30% 50% 20% 4 – Profess. 10.0% 0 – 15.0% 20% 20% 60% 5 – Support 8.0% 0 – 12.0% 10% 20% 70%

VARIABLE PLAN Performance Criteria (example) Corporate criteria (Quantitative): NET INCOME (% growth over previous year) Criteria Payout MAXIMUM >=17% 150% TARGET 12% 100% THRESHOLD 9% 50% <9% 0 (Interpolate for points in-between)

Seven Steps to a MOTIVATION-FREE Total Reward Package ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Callidus Communication November 2007

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Callidus Communication November 2007