Sunday, September 21

2:00 pm - 9:00 pm conference registration
6:30 pm - 9:00 pm Conference Kick-Off: Welcome Reception in the Exhibit Hall


Monday, September 22

6:30 am - 7:15 am OPTIONAL DESERT POWER WALK
7:30 am - 8:30 am BREAKFAST IN THE EXHIBIT HALL
8:30 am - 9:30 am general session
 

Going for the Gold: Motivating "Olympic" Performances from Your Sales Team
Ted Briggs, National Practice Leader-Sales Effectiveness & Compensation & Clinton Gott, Western Division Practice Leader-Sales Effectiveness & Compensation, Watson Wyatt

   
9:45 am - 10:45 pm breakouts
 
When Opposites Collide: Blending Two Sales Organizations, Aligning Their Comp Plans, and Managing the Transition
Kevin Zall, Director-Change Management, Sales Planning & Development, Valassis and Donya Rose, Managing Partner, The Cygnal Group
 From Lots of Numbers to Loads of Impact: The Future is Now for a Sales Operations Dashboard arrow
Krishna Gopinathan, CEO & Steve Biafore, EVP-Analytics, Global Analytics and Paul Reiman, Senior Consultant, Hewitt
 The Latest Tools for Achieving Success with Your Non-Cash Rewards Programs arrow
Erik Johnson, Vice President, Finance-Sales Operations, ADP & Tammy Smith, Director-Research & Operations, Maritz Research
11:00 am - 12:00 pm breakouts
 
Share the Wealth: Incentives for Team Sales arrow
Marc Wallace, Senior Consultant, Hay Group
 Painting the Town Red: How Sherwin-Williams Brushed the Broad Strokes of a Sales Compensation Framework and its Business Units Filled in the Numbers arrow
Keith Feicks, Director Compensation, Sherwin-Williams and Joe Clarkson, Central Division Practice Leader-Sales Effectiveness & Compensation, Watson Wyatt
 Winning During a Down Economy—It’s Not as Tough as it Seems arrow
Mike Ryan, Senior Vice President, MADISON Performance Group
12:00 pm - 1:00 pm lunch
1:00 pm - 2:00 pm dessert in the exhibit hall
2:00 pm - 4:30 pm workshops
 
Unraveling the Complexity of Quota Setting arrow
Tom Hausch, Senior Consultant & Erich Sachse, Managing Consultant, Sales Operations Management, Synygy
 Strategic Account Management Metrics and Account Planning arrow
Dennis Chapman, CEO,
The Chapman Group
 Sales Compensation Math arrow
J. Mark Davis, Managing Principal, Valitus Group
6:30 pm - 10:00 pm OFF-Site SOCIAL EVENT


Tuesday, September 23

6:30 am - 7:15 am OPTIONAL DESERT POWER WALK
7:30 am - 9:00 am breakfast in the exhibit hall
8:00 am - 8:30 am Q&A with Mark Stiffler, President & CEO, Synygy
8:30 am - 8:45 am raffle in exhibit hall
9:00 am - 10:00 am General session
  Surviving and Thriving in an Uncertain Economy arrow
Joseph DiMisa, Senior Vice President and Sales Effectiveness Practice Leader, Sibson Consulting, The Segal Company
Dennis Spahr, Vice President-Sales Effectiveness Practice, Sibson Consulting, The Segal Company
10:15 am - 12:45 pm workshops
 
Global Sales Compensation: : Ten Critical Factors to Successful Global Sales Compensation Programs arrow
Ted Briggs, National Practice Leader-Sales Effectiveness & Compensation, Watson Wyatt
 Sales Compensation 101 arrow
Donya Rose, Managing Partner,
The Cygnal Group

Dispute Resolution: Closing the Loop on Continuous Improvement arrow
Tom Byrum, Senior Consultant & Nilesh Murthy, Managing Consultant, Synygy
12:45 pm - 1:45 pm Lunch
1:45 pm - 2:45 pm breakouts
 
Competing Together: How to Build a Winning Sales Leadership Team arrow
Michael Jensen, Senior Consultant, Hay Group

 Why Sales Force Specialization Matters: Developing and Supporting Specialized Sales Roles for Increased Productivity arrow
Ted Briggs, National Practice Leader-Sales Effectiveness & Compensation, Watson Wyatt

 Paying Your Salespeople Right: Throw Away Your Market Data arrow
Brad Hill, Principal, Tandehill Human Capital
3:00 pm - 4:00 pm breakouts
 
Best Practices in Plan Communication arrow
Clinton Gott, Western Practice Leader-Sales Effectiveness & Compensation, Watson Wyatt

 Pharmaceutical Sales Compensation Design Practices arrow
Elliot Scott, Senior Consultant, Towers Perrin and Tom Hausch, Senior Consultant & Erich Sachse, Managing Consultant, Sales Operations Management, Synygy

 A Good Hire is More than Just Hiring: How to Get it Right arrow
Scott Sands, Principal & North American Sales Force Effectiveness Practice Leader, Hewitt
4:15 pm - 5:15 pm breakouts
 
Wondering Why Your Comp Plans Aren’t Driving the Results You Expected? arrow
Shawn Rossi, Vice President-Sales Effectiveness Practice &
Dennis Spahr, Vice President-Sales Effectiveness Practice, Sibson Consulting, The Segal Group

 Selecting an Incentive Compensation Management Solution: ERP versus Best of Breed arrow
Kathy Ledford, Principal &
Peter Weinberg, Principal, Buck Consultants
 Swapping Engines in Mid-Air: Identifying Individual Readiness When Shifting Your Sales Strategy arrow
Dean Davison, Strategic Account Manager, Development Dimensions International (DDI)
5:15 pm - 6:30 pm cocktail reception in the gardens