The Rules of Engagement: Inspiring Motivation & Performance in Today's Work Environments Dr. Bob Nelson Ph.D., Nelson Motivation (sponsored by Maritz)
11:30 am -1:00 pm
roundtables
Sales Compensation Philosophy Development: It Really is Worthwhile Dennis Spahr, Vice President-Sales Effectiveness Practice, Sibson Consulting
Paying Your Salespeople Right: Throw Away Your Market Data
Brad Hill, Principal,
Tandehill Human Capital
Getting a Seat at the Sales Compensation Design Table
Ted Briggs, National Thought Leader and Tom Tice, Senior Consultant-Sales Effectiveness & Compensation, Watson Wyatt Worldwide
1:00 pm - 2:00 pm
lunch
2:00 pm - 3:00 pm
breakouts
The 1-2-3 on Sales Contests: What Works and What Doesn't
Mike Ryan, Senior Vice President, MADISON Performance Group
Taming the Volatile Sales Cycle Jason Reed, Sales Vice President,
Miller Heiman
Aligning Channel Compensation with Your Sales Strategy
Mark Donnolo, Senior Vice President & Sales Effectiveness Practice Leader, MarketBridge
3:15 pm - 4:15 pm
Breakouts
Set Up for Success: Using New Sales Models to Drive Performance
Scott Sands, Southeastern Region Practice Leader and Karen Slay, Senior Consultant-Sales Effectiveness & Compensation, Watson Wyatt Worldwide
Controlling the Uncontrollable: Sales Compensation Management with Limited Authority Charles “Skip” Odell, Vice President-International Compensation & Global Benefits, MetLife, Inc., Michael Slovin, Senior Director-Sales & Sales Operations, Comcast Cable and
Paul Reiman, Senior Consultant,
Hewitt
4:30 pm - 5:30 pm
Breakouts
Sales Role Dissection – Not for the Squeamish
Bob Davenport, VP & Director -Sales Force Effectiveness Practice,
Hay Group
Defining the Riverbanks: Balancing Consistency and Flexibility in Plan Design Across roles, Divisions, and Geographies
Beth Carroll, Principal,
The Cygnal Group
Beyond “How Much” – Current Practices In Sales Compensation Design And Management
John C. Keller, Director – Global Sales Compensation, Verizon Business and Kathy Ledford, Principal, Buck Consultants
5:30 pm - 7:00 pm
cocktail reception
7:30 am - 8:30 am
BREAKFAST IN THE EXHIBIT HALL
8:30 am - 9:30 am
breakouts
Quota Setting – Best Practices and Land Mine Avoidance Erich Sachse, Managing Consultant, Synygy
Dealing with Sales Communications Overload David Grossberg, Managing Director, Synygy
Misaligned Sales Reporting
Dan Ganse, Managing Director, Synygy
9:45 am - 12:15 pm
workshops
Implementing Sales Compensation Plan Transitions & Changes: Real World Examples
Jennifer Frei, Senior Consultant and Clinton Gott, Senior Consultant-Sales Effectiveness & Compensation, Watson Wyatt Worldwide
Laying a Foundation: Sales Compensation Plan Design Beth Carroll, Principal and Donya Rose, Managing Partner, The Cygnal Group
Strategic Account Management Metrics and Account Planning
Dennis Chapman, CEO,
The Chapman Group
12:15 pm - 1:15 pm
lunch
1:15 pm - 2:15 pm
dessert in the exhibit hall
2:15 pm - 3:15 pm
breakouts
Improving Sales Performance
in a Web 2.0 World
David DiStefano, CEO
and Ellen Wilsker,Vice President-Sales, Richardson
What's Happening in Sales Total Rewards and Talent Management
Rob Bentley, Senior Consultant, Hewitt
Leverage the Process: Why Sales Compensation Design is the Real Secret to Achieving Total Sales Performance
Chris Hergesell, Principaland Dyana ten Berge, Senior Associate, Mercer Sales Effectiveness Practice
3:30 pm - 4:30 pm
breakouts
Sales Leadership: Creating and Sustaining a Climate of Sales Excellence
Marc Wallace, Senior Consultant, Hay Group and Tracy McEachern, Consultant, Hay Group
There's a New Sheriff in Town: Sales Compensation During Ownership Transition
Joseph DiMisa, Senior Vice President and Sales Effectiveness Practice Leader and Dennis Spahr, Vice President-Sales Effectiveness Practice, Sibson Consulting
Reinventing and Freshening Sales Compensation for Frito-Lay’s Legendary Field Sales Organization
Patrick McLaughlin, Vice President-HR & Change Leadership, Frito-Lay, Ted Briggs, National Thought Leader and Clinton Gott, Senior Consultant-Sales Effectiveness & Compensation, Watson Wyatt Worldwide
7:00 pm - 9:30 pm
SOCIAL EVENT
8:00 am - 9:15 am
breakfast & exhiBItor raffle in the exhibit hall
9:20 am - 10:20 am
General Session
Challenges in Sales Operations Management
Barbara J. Riesmeyer, Director, Sales Operations, Eaton,
Lisa Ziembiec, Manager, Sales Incentive Compensation and Effectiveness, U.S. Cellular
and Mark A. Stiffler, President and CEO, Synygy (moderator)
10:30 am - 1:00 pm
workshops
Setting and Managing Quotas: A Feared Discipline Made Simple Joe Clarkson, Central Division Practice Leader and Craig Ulrich Eastern Division Practice Leader Sales Effectiveness & Compensation, Watson Wyatt Worldwide
Building On: Sales Compensation Plan Mechanics and Implementation
Beth Carroll, Principal and Donya Rose, Managing Partner, The Cygnal Group
Making Incentives Fun: Engaging the Right Brain Through Creative Rewards, Communications, and Games
Paula Godar, Director and Nicole Harris, Manager-Merchandising & Sourcing, Maritz
