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

7:30 am - 8:30 am BREAKFAST IN THE EXHIBIT HALL
8:30 am - 9:30 am general session
 
TBA
    
9:45 am - 10:45 pm breakouts
 
Transitioning and Blending Two Companies onto One Compensation Plan
Kevin Zall, Director-Sales Operations, 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
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
Erik Johnson, Vice President, Finance-Sales Operations, ADP & Tammy Smith, Director-Marketing Research, Maritz
11:00 am - 12:00 pm breakouts
 
Share the Wealth: Incentives for Team Sales
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
Sherwin-Williams and Joe Clarkson, Central Division Practice Leader-Sales Effectiveness & Compensation, Watson Wyatt
A Good Hire is More than Just Hiring: How to Get it Right
Rob Bentley, Senior Consultant & Marilu Malague, Hewitt
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
Tom Hausch, Senior Consultant & Erich Sachse, Managing Consultant, Synygy
 Strategic Account Management Metrics and Account Planning
Dennis Chapman, CEO,
The Chapman Group
 Sales Compensation Math
J. Mark Davis, Managing Principal, Valitus Group
6:30 pm - 10:00 pm SOCIAL EVENT


Tuesday, September 23

7:30 am - 9:00 am breakfast in the exhibit hall
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
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
Ted Briggs, National Thought Leader-Sales Effectiveness & Compensation, Watson Wyatt
 Sales Compensation Plan Design & Implementation
Beth Carroll, Principal &
Donya Rose, Managing Partner,
The Cygnal Group
 TBA
12:45 pm - 1:45 pm Lunch
1:45 pm - 2:45 pm breakouts
 
Winning During a Down Economy—It’s Not as Tough as it Seems
Mike Ryan, Senior Vice President, MADISON Performance Group

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

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

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

 Competing Together: How to Build a Winning Sales Leadership Team
Susan Snyder, Senior Consultant &
Michael Jensen, Senior Consultant, Hay Group
4:15 pm - 5:15 pm breakouts
 
Wondering Why Your Comp Plans Aren’t Driving the Results You Expected?
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
Kathy Ledford, Principal &
Peter Weinberg, Principal, Buck Consultants
 TBA
5:15 pm - 6:30 pm cocktail reception in the gardens