Speakers - Synygy Sales Performance Conference

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Steve Biafore Executive Vice President, Global Analytics Steve Biafore is currently EVP of Analytics at Global Analytics. Previously, Mr. Biafore served as Vice President of Fair Isaac’s Healthcare Analytics group. He led this group from its inception at HNC Software, in 1998, growing the business unit to over 25 employees and launching several analytics products with sustained growth and profitability. During his 14-year tenure at HNC/Fair Isaac, Mr. Biafore was an inventor on the Falcon (credit-card fraud) patent and several technology patents in the area of healthcare analytics. As a senior scientist at General Dynamics, he designed and developed numerous analytic models for defense applications. Mr. Biafore holds a BS in Mathematics from Ohio State University and a MS in Computer Science from the University of California, San Diego.
Ted Briggs National Practice Leader-Sales Effectiveness & Compensation, Watson Wyatt Ted Briggs serves as the National Thought Leader for Watson Wyatt’s Sales Effecitveness and Compensation Practice. He is a nationally recognized expert in sales effectiveness and sales compensation consulting. Mr. Briggs is the co-author of the recently published WorldatWork book entitled Sales Compensation Essentials: A Field Guide for the HR Professional. Mr. Briggs leads client engagements which complement profitable growth strategies including: the design of new sales models and related sales and customer contact jobs, development of supporting management programs including performance management, sales compensation and facilitation of initiatives designed to ensure successful implementation of change.
Tom Byrum Senior Consultant, Synygy Tom Byrum is a Senior Consultant with Synygy with over eight years of experience in improving business processes and leading performance management change initiatives. While with Synygy he has designed and modeled compensation plans, performed process analysis and improvement, and helped clients drive change through deployment planning and communications design. He has significant experience leading projects in the pharmaceutical, health care, and health insurance industries. Mr. Byrum graduated from Ursinus College with a Bachelor of Science degree in Computer Science and Bachelor of Arts degrees in Politics and East Asian Studies.
Dennis Chapman CEO, The Chapman Group Dennis Chapman is Founder and President of The Chapman Group, a sales consulting firm that specializes in creating world class sales organizations through the implementation of sales and account management processes, methodologies, best practices, and metric-based software tools. Mr. Chapman brings over 20+ years of executive level experience in sales, marketing, and business management to his clients in helping them achieve their goals. He is a dynamic, enthusiastic speaker whose ideas and vision consistently inspire and motivate his audiences. Mr. Chapman is a graduate of the University of Massachusetts School of Business and was recently elected to the Board of Directors for the Strategic Account Management Association (SAMA).
Joseph Clarkson Central Division Practice Leader-Sales Effectiveness & Compensation, Watson Wyatt Joseph Clarkson is Central Division Practice Leader of Watson Wyatt’s Sales Effectiveness and Compensation practice. Mr. Clarkson specializes in improving sales force productivity through the design and implementation of effective sales coverage models, job roles and rules of engagement, critical performance metrics, and sales compensation solutions. He supports companies across many industries and brings a wealthy blend of both consulting experience as well as field and line management positions in sales and marketing.
Dean Davison Strategic Account Manager, Development Dimensions International (DDI) Dean Davison is a Strategic Account Manager in Sales Talent Optimization for Development Dimensions International (DDI). Mr. Davison helps Global 1000 and Fortune 500 organizations achieve strategic business goals with solutions including sales force effectiveness, selection and leadership development. Mr. Davison has more than 20 years of experience with DDI, Xerox Learning Systems, and leading his own consulting and training firm. Mr. Davison recently presented at the Executive Learning Exchange Conference on Talent Management.
J. Mark Davis Managing Principal, Valitus Group Mark Davis is the founder and Managing Principal of Valitus Group, Inc., a sales effectiveness consulting firm. He has 18 years of consulting experience focused on the design and implementation of sales compensation plans that align sales resources with company objectives and produce meaningful results. Mr. Davis is the co-author of the newly-released book, Sales Compensation Math (WorldatWork, 2008) as well as a contributing author of The Sales Compensation Handbook - Second Edition (AMACOM, 1998). He is a WorldatWork faculty member, teaching the courses Sales Compensation for Complex Selling Models and Competitive Market Pay: Pricing Sales Positions. He has been quoted in leading publications, including Business Week, USA TODAY, Selling Power, Sales & Marketing Management, Workspan, and HR Magazine. Mr. Davis was formerly a Principal and West Region Director of Towers Perrin’s Sales Force Rewards consulting practice as well as a Sr. Consultant with The Alexander Group where he began his consulting career. Before consulting, Mr. Davis held various sales and sales management roles for an automotive financial services firm, as well as for Ford Motor Company.
Joseph DiMisa Senior Vice President & Sales Effectiveness Practice Leader, Sibson Consulting As leader of Sibson’s Sales & Marketing Practice, Joseph DiMisa works with leading companies to develop and implement sales effectiveness programs that drive profitable growth. Mr. DiMisa has over fifteen years of experience working with various industries including telecommunications, technology, and manufacturing companies to improve sales, marketing, and customer service effectiveness. He writes white papers, has written for and been featured in a number of business periodicals, and wrote the book, The Fisherman’s Guide to Selling. Mr. DiMisa also speaks frequently on best practices and strategies for compensation, and is generally recognized as an expert in union negotiation and planning.
Keith Feicks Director Compensation, The Sherwin-Williams Company Keith Feicks oversees all compensation for the Consumer Segment of The Sherwin-Williams Company. Responsibilities include base pay management, designing, implementing and managing incentive and recognition plans. With 10 years of compensation experience, Mr. Feicks has hands-on experiences in executive compensation, long-term incentives, sales compensation and gainshare/manufacturing incentive programs. Mr. Feicks has a B.A. in Finance from Kent State University and a M.B.A. in Labor Relations from Case Western Reserve University.
Krishna Gopinathan CEO, Global Analytics Krishna Gopinathan is currently the CEO of Global Analytics. Previously, Mr. Gopinathan was the founder and CEO of Burning Glass Technologies. He raised the initial capital for the company, attracted technical and management talent, led the development of the core technology and products, and made sales to key customers. Prior to Burning Glass, Mr. Gopinathan was the Vice President of Fraud Control Systems at HNC, where he led the Falcon division, HNC's most successful business and the driving force of its IPO. Initially, as inventor and technical leader of Falcon, and later as general manager of the fraud and risk management business, he led the business from 0 to $40 million, and from 1 to 140 employees. Before HNC, Mr. Gopinathan held positions in the Symbolic Computation Group, University of Waterloo, and at Bell Northern Research (now NorTel), where he was a Member of Scientific Staff. Mr. Gopinathan holds a Master's degree in Computer Science from the University of Waterloo, where he specialized in graph theoretic algorithms.
Clinton Gott Western Practice Leader-Sales Effectiveness & Compensation, Watson Wyatt Clinton Gott is a senior member of Watson Wyatt’s national Sales Effectiveness and Compensation practice. Based out of Los Angeles, he works with sales organizations to help refine sales and customer targeting strategies, design sales roles and responsibilities, and create increased motivation and performance through sales compensation programs. His industry focus includes high tech, consumer products, financial services, and biotechnology. Prior to joining Watson Wyatt, Mr. Gott served as a Partner at Briggs & Sands Consulting. His consulting experience also includes both sales and general compensation consulting at Sibson Consulting, process consulting at Nike, and strategic consulting at Accenture. He double-majored in business-economics and psychology from UCSB and earned an MBA with distinction from the Anderson School at UCLA.
Tom Hausch Senior Consultant, Synygy Tom Hausch is a Senior Consultant at Synygy with over 6 years of experience in designing, implementing and managing incentive plans. His responsibilities at Synygy have included incentive plan effectiveness assessment, modeling and quota setting focused in the life sciences and consumer packaged goods industries. Mr. Hausch holds Bachelor of Science degrees in Management Science and International Economics from Pennsylvania State University.
Brad Hill Principal, Tandehill Human Capital Brad Hill is a Principal with Tandehill Human Capital, a compensation consulting firm based in Chicago. Before joining Tandehill, Mr. Hill was a senior consultant at the Hay Group. Prior to the Hay Group, he was National Practice Leader-Variable Pay with Ernst & Young; a Principal with Watson/Wyatt; and consulted for Towers Perrin. Mr. Hill holds an MBA degree from the College of William and Mary and undergraduate degrees in Economics and Social Psychology from Cornell University. He has been a Certified Compensation Professional (CCP®) of the WorldatWork since 1986, and has taught WorldatWork courses on Variable Pay and Elements of Sales Compensation. Mr. Hill serves on the Board of Directors of the Scanlon Leadership Network, whose members pioneered gainsharing, open-book management, lean systems and servant leadership.
Michael Jensen Senior Consultant, Hay Group Michael Jensen is a Senior Consultant with Hay Group’s San Francisco office. For over eleven years he has partnered with clients to increase their effectiveness and strategic impact by addressing leadership and talent management issues. Mr. Jensen has worked extensively in competency modeling, leadership development programs, mentoring programs, executive assessment, performance management, executive compensation and reward strategy. He has worked across multiple industries and with sales organizations in the pharmaceutical, biotech, high technology, and manufacturing sectors.
Erik Johnson Vice President, Finance-Sales Operations, ADP Erik Johnson has been with ADP for 19 years in various finance roles. The last five years have been dedicated as the lead finance support for ADP sales operations. Primary responsibilities in this sales support role include quota setting, expense review / effectiveness, expansion to alternate sales channels, headcount planning and leveraging synergies across the ADP sales force.
Kathy Ledford Principal, Buck Consultants Kathy Ledford is a Principal in the Atlanta office of Buck Consultants, an ACS company. She advises clients on improving the effectiveness of their sales organizations and sales channels. Specific areas of focus include aligning sales operational and reward systems with strategy.
Nilesh Murthy Managing Consultant, Synygy Nilesh Murthy is a Managing Consultant at Synygy and has over nine years of experience designing and managing incentive plans. He has been responsible for the design, modeling, rollout and ongoing management of incentive plans for clients in the telecommunications, business services and pharmaceutical industries, including U.S. Cellular, Dow Jones and Wyeth. Mr. Murthy holds a BSc. in Electrical Engineering and Economics from Duke University.
Paul Reiman Senior Consultant, Hewitt Paul Reiman is a consultant in Hewitt Associates’ Talent and Organization Consulting practice, located in Lincolnshire, Illinois. As a member of Hewitt’s Sales Force Effectiveness group, Mr. Reiman has extensive experience developing solutions to improve the effectiveness of clients’ sales organizations. He has worked with clients to transform their organization design, improve their ability to manage sales talent, and enhance the relationship between performance and rewards. Mr. Reiman’s consulting experience has yielded special expertise in the high-tech, telecommunications, publishing, and retail industries.
Donya Rose Managing Partner, The Cygnal Group Donya Rose is a consultant with solid experience in goal setting, measurement and forecasting, technology enabled selling, and incentive compensation plan design. Before founding The Cygnal Group, Ms. Rose was a consultant with Towers Perrin, and before that she was with Raychem Corporation where she managed numerous change initiatives. Ms. Rose holds a BS degree in Mathematics from Davidson College, and an MS degree in Operations Research and Systems Analysis from UNC-Chapel Hill.
Shawn Rossi Vice President-Sales Effectiveness Practice, Sibson Consulting, The Segal Company Shawn Rossi is a Vice President in Sibson’s Sales Effectiveness Practice and is based in Atlanta. Mr. Rossi has over 12 years experience working with software, hardware, telecommunications service providers, banking, insurance, and medical device companies to improve sales and marketing effectiveness. He has developed leading edge, innovative frameworks for the definition and implementation of sales performance management strategies that drive maximum sales results. Mr. Rossi’s core competencies include sales compensation plan assessment and redesign, sales compensation business process definition and redesign, business case development for sales compensation investments, sales compensation administration assessments/capabilities audits, and sales performance management strategy definition, rollout and automation.
Mike Ryan Senior Vice President, MADISON Performance Group As the Senior Vice President of Marketing and Client Strategy for MADISON Performance Group, Mike Ryan is an authority on the latest trends and issues in non-cash incentive design and development. Mr. Ryan works with leading executives across a wide range of business models to define program strategies that maximize cost control, deliver a higher level of motivational impact and planning flexibility, and offer systematic financial measures that companies demand. He brings over two decades of experience with web-based, non-cash incentive programs, and provides insights on how the newest tools and techniques help optimize outcomes.
Erich Sachse Managing Consultant, Sales Operations Management, Synygy Erich Sachse is Managing Consultant, Sales Operations Management with Synygy and has over eight years experience in all areas of Sales Operations Management. His responsibilities at Synygy have included incentive plan design and management, customer segmentation and targeting, sales force sizing, territory alignments, and quota setting. He has helped a number of organizations across various industries in improving their sales operations management. Mr. Sachse holds a BA in Government from Cornell University.
Scott Sands Principal & North American Sales Force Effectiveness Practice Leader, Hewitt Scott Sands is a Principal located in Hewitt’s Atlanta, Georgia offices. He works with senior executives in large, global companies to identify opportunities for revenue growth, select the proper sales channels, refine selling processes and messages for specific market segments, staff organizations with the right type and number of sales professionals, set fair but challenging goals, and design motivational incentives. Mr. Sands has 18 years of experience with leading professional service firms. His recent client work includes Fortune 1000 telecommunications, technology, pharmaceutical, insurance, banking, energy, and heavy manufacturing companies including AT&T, British Petroleum, Electrolux, General Electric, Johnson & Johnson, Northrop Grumman, Roche, Symantec, Unisource, and Verizon.
Elliot Scott Senior Consultant, Senior Consultant, Towers Perrin Elliot Scott is a senior practitioner in the Towers Perrin Sales Force Rewards practice, based in New York. He has been a sales effectiveness consultant for over 13 years, specializing in sales incentive compensation and sales organization design across industries.
Tammy Smith Director-Research & Operations, Maritz Research As director of research, Tammy Smith leads a Maritz Research team dedicated to supporting the information needs of client solutions provided by Maritz’ other business units. This team specializes in applying research to aid the effective development and continuous improvement of client solutions, including meeting effectiveness, sales incentives, channel effectiveness, and employee reward and recognition. Over her 17 year career at Maritz, Ms. Smith has worked in or supported all Maritz business solutions and corporate marketing through research. While specializing in research in support of travel and motivation solutions, she has played several other key organizational roles, including win/loss, voice of the customer, market intelligence, and employee engagement. Ms. Smith received her Master of Arts degree in Marketing from Webster University in St. Louis and is a long-term member of the American Marketing Association.
Dennis Spahr Vice President-Sales Effectiveness Practice, Sibson Consulting, The Segal Company Dennis Spahr is a Vice President in Sibson’s Sales Effectiveness Practice and is based in Chicago. Mr. Spahr’s consulting experience includes: leading the assessment and redesign of sales compensation plans at over 75 clients in multiple industries including work with many health insurance plans across the country, developing customer segmentation models and the corresponding sales strategies for each segment, and creating sales capacity and sales force sizing models to optimally align sales resources. He is a frequent speaker at academic institutions and conferences including Synygy’s Sales Performance Conference, Loyola University, the Chicago Compensation Association, and the Healthcare Compensation Professionals Organization.
Marc Wallace Senior Consultant, Hay Group Marc Wallace is a Senior Consultant with the Midwest Region of Hay Group. He is accountable for regional direction of the Incentive Pay practice as well as projects in general rewards practices and executive compensation. In recent years, Mr. Wallace’s work with clients and research in the field has been published in the World at Work Journal, HR Magazine, the New York Times and other publications. Mr. Wallace is a frequent speaker nationally on rewards topics in addition to assisting clients to strategically address critical compensation issues.
Peter Weinberg Principal, Buck Consultants Peter Weinberg has over 10 years of consulting experience in the areas of human resource strategy and service delivery. Mr. Weinberg has extensive experience implementing clients’ global HRIS solutions. This expertise includes creation of business case for change, business process re engineering, outsourcing, change management, and communications. He has a global perspective through working in South Africa, the United Kingdom, Ireland, continental Europe, the Pacific Rim, and the United States.
Kevin Zall Director-Change Management, Sales Planning & Development, Valassis Kevin Zall has been with Valassis for eight years and is the Director, Change Management for Sales Planning and Development. Previous to his current role, Mr. Zall was a Director, Field Sales for multiple markets. His change management experiences include directing the sales organization through a complete ERP, the acquisition last year of the ADVO organization, leading to current sales organization integration efforts. A graduate of Western Michigan University, prior experience includes sales management positions within the Wireless industry, and the Retail Department Store industry.