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Monday, September 22 2:00-4:30 PM
Unraveling the Complexity of Quota Setting
Tom Hausch, Senior Consultant, Synygy
Erich Sachse, Managing Consultant, Synygy

Sales organizations often are unprepared for the complexity of quota setting due to the absence of a formal methodology to set quotas and link quota achievement to rewards. In many cases, quota setting and plan design are completely independent, with limited feedback mechanisms between the two processes. A well-integrated methodology for setting quotas and designing sales incentive plans reduces the operational burden of maintaining these plans, maximizes the motivational value of the plan, and provides each individual with an opportunity to link their sales performance with a tangible reward. Using real-world examples, this workshop will offer best practices and tools to:

• formalize a quotas methodology—from setting quotas, through launching the compensation plan,  to communicating to the sales force
• design quota payout mechanisms that provide budget control while offering an upside opportunity
• link quota-setting and payout mechanisms in order to preview possible outcomes prior to the rollout of the plan and to minimize financial risks over the life of the plan

Monday, September 22 2:00-4:30 PM
Strategic Account Management Metrics and Account Planning
Dennis Chapman, CEO, The Chapman Group

In a business world characterized by fierce global competition and account demands, an organization needs strong and well-founded signals that indicate when key objectives are being met or when trouble is on the horizon. Unfortunately, most strategic account management (SAM) programs are evaluated by the sales numbers they post. This interactive session will outline seven critical metrics that will enable any sales organization to evaluate the success of their SAM program.  In this workshop, participants will learn:

• how to integrate these seven measures into a simple, metric-based account plan
• how to establish an on-demand read of SAM organizational effectiveness
• the challenges associated with metrics-based programs

TUESDAY, SEPTEMBER 23 10:15 AM - 12:45 PM
Global Sales Compensation: Ten Critical Factors to Successful Global Sales Compensation Programs
Ted Briggs, National Thought Leader, Watson Wyatt Sales Effectiveness & Compensation

This workshop will provide a framework and context for developing global sales compensation plans. We will first address the continuum of selling environments that exist and the appropriate global strategy. Based on a soon to be released book, the session will cover the ten critical factors of global sales compensation design and will then address how these factors impact the core design elements of your global plans: pay levels, mix and upside, crediting, metrics/measures and plan mechanics. Specific geographic examples will be provided for each design element. Attend this workshop and:

· understand the context of developing a global sales compensation strategy
· define the range of alternatives for your company to consider
· evaluate specific techniques an options to apply these global factors to your plan designs