2018 Spotlight on Sales Compensation Schedule

Monday, Aug 20, 2018


  1:00PM-1:45PM

Opening General Session with Conference Hosts Scott Cawood and Patrick Brundage


Inside the World of Sales Compensation

Sales compensation strategy, design and implementation is a nuanced specialty area, and it's not for the faint hearted. In this interactive opening general session, Scott Cawood and Patrick Brundage will look at the sales compensation landscape, addressing the importance of this work within your organization, sharing information that solidifies sales comp's critical position, and offering ideas culled from highly successful plans in highly successful organizations. Leave this high-energy, fun and informative session with the right mindset that will position you to get what you need from this year's Spotlight event.


  1:45PM-2:00PM

Break


Take five and get ready for an afternoon of top-notch sessions.

  2:00PM-3:00PM

Don't Forget Sales! Dell's Lesson on Adapting a Career Framework for the Sales Team


Whether your company is revisiting its career framework to address rapid growth, integrate workforces after an M&A or for any other reason, the sales team often is the last on the list for adapting a new structure. Many companies punt on building a career framework for the sales organization, but neglecting it is a mistake. In this session, Ciara Barry and Scott Barton share Dell's experience of integrating the sales team after its merger with EMC. Learn how a career framework should be adapted from the broad-based workforce to meet the unique needs of your salesforce.




From Excel to Automation: Why an Automated Solution Was Right for BioMarin Pharmaceutical


Managing incentive pay accurately and efficiently while retaining top talent is a key priority for success. As audit guidelines become stricter and the workplace environment consistently changes, companies face many challenges when the use manual processes to manage incentive pay. Presenters Brian Bowers and Janet LaRoss will share BioMarin Pharmaceutical's need for automation, how the vendor selection process was handled and how the business transformed after implementation. If you're using Excel or any manual processes to calculate and manage incentive pay, you'll learn how to secure executive support and which solutions are leaders in the marketplace.




Sales Roles and Comp Programs in the Future of Work


Significant research has been conducted that focuses on ways in which globalization, changing demographics and technological advances are driving a fundamental transformation in the way we work. A profound transformation is happening in terms of where and how work is done and the way we manage people. That said, little has been written about how these disruptive trends will affect the future salesforce. In this session, Jennifer Frei and Brian Sinclair explore four workforce trends that will affect the salesforce. Attendees will hear insights about incorporating these factors into sales compensation plans to enable an effective and winning salesforce.




Sponsored Session:
Effective Solutions and Strategies to Overcome Sales Retention Problems


Sponsored by Intangent

As unemployment ticks lower, businesses are struggling to attract and retain high-performing sales professionals. Join Chris Wales and Joe DiMisa as they share strategies that motivate, retain and attract the best talent in your industry.




Tackling Your Biggest Plan Design Changes


The average lifespan of a sales compensation plan design is often said to be just one to three years, and that's never been more accurate than in today's dynamic business world. Strategies change, companies merge, and new obstacles and opportunities present themselves. It's important, though, to understand what constitutes a risky or meaningful plan change, and then successfully make them happen. In this session, Ted Briggs and Clinton Gott examine how companies can tackle some of the most challenging new plan concepts. Learn about change risk factors, what constitutes significant change, and specific tactics to address some of the most challenging plan changes.


  3:00PM-3:15PM

Break


Sponsored by Optymyze

Take a breather and meet fellow attendees.

  3:05PM-3:15PM

Quick Learning: What is Digital Transformation and Why Do I Care?


Sponsored by Config Consultants


  3:15PM-3:45PM

Headliner: Thomas Urie, Optymyze


Sales Compensation Data: The Single Source of Truth to Drive Business Success

Data-driven companies are more productive and profitable, and there's no question that sales creates a lot of data. But are you looking at the right systems to pull information? Rather than pulling from an SFA or CRM system, you should be looking at compensation systems to mine for information. Data that's linked to money is the most accurate, as it's the most scrutinized and regulated. Tom Urie highlights how, regardless of future changes in sales comp, having access to accurate, real-time micro- and macro-level data unlocks unprecedented potential for organizations.


  3:45PM-4:00PM

Break


Grab some refreshments before diving into your final session of the day.

  4:00PM-5:00PM

8 Months into ASC 606: What's Happened?


In 2014, the International Accounting Standards Board (IASB) and Financial Accounting Standards Board (FASB) began converging compliance for sales commissions. Encapsulated under IFRS 15 and ASC 606, by the time you attend this session in August 2018, all companies under IASB and FASB regulations will have had eight months of operations under one of the biggest changes in accounting standards in recent history. In this session, Erik Charles reviews what's happened, what we've learned and what we might expect going forward. Hear updates and insights from public filings, leading accounting firm research and initial deployments of Xactly and Obero's Commission Expense Account Solution.




Cisco Systems' Journey to Sales Comp for Recurring Business


With the market transitioning from traditional IT to cloud and IoT, Cisco systems is embarking on a journey to transform the company from the one-time hardware sales business model to the recurring software subscription business model. This strategic shift affects every part of the company — and sales compensation is no exception. In this session, Aya Kawashima and Jeff Miller share some of the challenges the team is facing, how it's addressing those challenges with sales compensation, and how it's navigating this multi-year journey to support the company's strategic transition.




Designing Sales Incentives After a Merger or an Acquisition


Many organizations have grown significantly through successful mergers and acquisitions. In 2017 alone, there were 15,140 completed deals globally totaling $1.5 trillion, and this pace has been largely consistent for the past 12 quarters. But making a merger or acquisition successful is a big challenge, with significant change management required — and this is particularly true when considering the incentive design for the salesforce. In this session, Marc Wallace discusses multiple recent case studies of successful post-acquisition growth, and attendees will walk away with actionable plans to successfully review, integrate and design programs for merged salesforces.




Practical Approaches to Predicting the Cost of Your Proposed New Plan


Sales compensation costs can be a significant expense, varying based on an array of factors that may be hard to predict. Add in annual plan design changes, and the risk of unexpected cost overruns can be significant. To mitigate the risk, thoughtful plan designers build models to predict the cost of the proposed plans. In this interactive session, speaker Donya Rose discusses two effective modeling approaches. Attendees will be able to download the Excel-based sample model for reference during or after the session, leaving with a working model for the sample data discussed.




Sponsored Session:
The 5 Most Critical Things to Do in Your ICM Implementation


Sponsored by WorkCentive

It's time to implement (or re-implement) an ICM solution for your organization, but what if something goes wrong? Know this: It's not a question of "if," but "when." Join Noah Bass as he dives into the five most critical must-do's as part of your ICM implementation that will put your organization on the right path to success. Learn about essential best practices and get insights into the red flags you may not have considered on your ICM journey.


  5:00PM-7:00PM

Welcome Networking Reception & WorldatWork Gives Event


Sponsored by IBM

WorldatWork Gives presents an exciting new networking reception. Come ready to bond with your peers, have fun and roll up your sleeves to give back to the community. Enjoy delicious Chicago-themed food and drink while you team up with fellow attendees to build box dinners benefiting Cornerstone Community Outreach. Come and unwind and leave with a sense of accomplishment!

  2:00PM-3:00PM

Don't Forget Sales! Dell's Lesson on Adapting a Career Framework for the Sales Team


Whether your company is revisiting its career framework to address rapid growth, integrate workforces after an M&A or for any other reason, the sales team often is the last on the list for adapting a new structure. Many companies punt on building a career framework for the sales organization, but neglecting it is a mistake. In this session, Ciara Barry and Scott Barton share Dell's experience of integrating the sales team after its merger with EMC. Learn how a career framework should be adapted from the broad-based workforce to meet the unique needs of your salesforce.




From Excel to Automation: Why an Automated Solution Was Right for BioMarin Pharmaceutical


Managing incentive pay accurately and efficiently while retaining top talent is a key priority for success. As audit guidelines become stricter and the workplace environment consistently changes, companies face many challenges when the use manual processes to manage incentive pay. Presenters Brian Bowers and Janet LaRoss will share BioMarin Pharmaceutical's need for automation, how the vendor selection process was handled and how the business transformed after implementation. If you're using Excel or any manual processes to calculate and manage incentive pay, you'll learn how to secure executive support and which solutions are leaders in the marketplace.




Sales Roles and Comp Programs in the Future of Work


Significant research has been conducted that focuses on ways in which globalization, changing demographics and technological advances are driving a fundamental transformation in the way we work. A profound transformation is happening in terms of where and how work is done and the way we manage people. That said, little has been written about how these disruptive trends will affect the future salesforce. In this session, Jennifer Frei and Brian Sinclair explore four workforce trends that will affect the salesforce. Attendees will hear insights about incorporating these factors into sales compensation plans to enable an effective and winning salesforce.




Sponsored Session:
Effective Solutions and Strategies to Overcome Sales Retention Problems


Sponsored by Intangent

As unemployment ticks lower, businesses are struggling to attract and retain high-performing sales professionals. Join Chris Wales and Joe DiMisa as they share strategies that motivate, retain and attract the best talent in your industry.




Tackling Your Biggest Plan Design Changes


The average lifespan of a sales compensation plan design is often said to be just one to three years, and that's never been more accurate than in today's dynamic business world. Strategies change, companies merge, and new obstacles and opportunities present themselves. It's important, though, to understand what constitutes a risky or meaningful plan change, and then successfully make them happen. In this session, Ted Briggs and Clinton Gott examine how companies can tackle some of the most challenging new plan concepts. Learn about change risk factors, what constitutes significant change, and specific tactics to address some of the most challenging plan changes.


  4:00PM-5:00PM

8 Months into ASC 606: What's Happened?


In 2014, the International Accounting Standards Board (IASB) and Financial Accounting Standards Board (FASB) began converging compliance for sales commissions. Encapsulated under IFRS 15 and ASC 606, by the time you attend this session in August 2018, all companies under IASB and FASB regulations will have had eight months of operations under one of the biggest changes in accounting standards in recent history. In this session, Erik Charles reviews what's happened, what we've learned and what we might expect going forward. Hear updates and insights from public filings, leading accounting firm research and initial deployments of Xactly and Obero's Commission Expense Account Solution.




Cisco Systems' Journey to Sales Comp for Recurring Business


With the market transitioning from traditional IT to cloud and IoT, Cisco systems is embarking on a journey to transform the company from the one-time hardware sales business model to the recurring software subscription business model. This strategic shift affects every part of the company — and sales compensation is no exception. In this session, Aya Kawashima and Jeff Miller share some of the challenges the team is facing, how it's addressing those challenges with sales compensation, and how it's navigating this multi-year journey to support the company's strategic transition.




Designing Sales Incentives After a Merger or an Acquisition


Many organizations have grown significantly through successful mergers and acquisitions. In 2017 alone, there were 15,140 completed deals globally totaling $1.5 trillion, and this pace has been largely consistent for the past 12 quarters. But making a merger or acquisition successful is a big challenge, with significant change management required — and this is particularly true when considering the incentive design for the salesforce. In this session, Marc Wallace discusses multiple recent case studies of successful post-acquisition growth, and attendees will walk away with actionable plans to successfully review, integrate and design programs for merged salesforces.




Practical Approaches to Predicting the Cost of Your Proposed New Plan


Sales compensation costs can be a significant expense, varying based on an array of factors that may be hard to predict. Add in annual plan design changes, and the risk of unexpected cost overruns can be significant. To mitigate the risk, thoughtful plan designers build models to predict the cost of the proposed plans. In this interactive session, speaker Donya Rose discusses two effective modeling approaches. Attendees will be able to download the Excel-based sample model for reference during or after the session, leaving with a working model for the sample data discussed.




Sponsored Session:
The 5 Most Critical Things to Do in Your ICM Implementation


Sponsored by WorkCentive

It's time to implement (or re-implement) an ICM solution for your organization, but what if something goes wrong? Know this: It's not a question of "if," but "when." Join Noah Bass as he dives into the five most critical must-do's as part of your ICM implementation that will put your organization on the right path to success. Learn about essential best practices and get insights into the red flags you may not have considered on your ICM journey.

Tuesday, Aug 21, 2018


  7:00AM-8:15AM

Sponsored Plated Breakfast


Sponsored by IBM

IBM cordially invites you to attend an exclusive breakfast discussion at the WorldatWork Spotlight on Sales Compensation event.

Sales Performance Management (SPM) experts from IBM will share market insights, challenges and trends impacting sales professionals. In this session, we'll discuss:
• What are the challenges organizations are facing to drive better sales performance and results?
• What business value customers are realizing today by implementing an SPM/ICM solution?
• What solution capabilities are missing in SPM solutions and how IBM is address the customer needs of the future?
• What are some of the innovations and advancements in SPM/ICM technologies IBM is bringing to market?

  7:30AM-8:30AM

Plated Breakfast


Start your day off right with a delicious plated breakfast with your peers.

  8:30AM-9:00AM

Headliner: Chad Albrecht, ZS Associates


The Past, Present and Future of Sales Compensation

Sales compensation has become significantly more complicated in the past century, evolving from basic commission to incredibly sophisticated plans. In response, the professional field of sales compensation has emerged. Yet, as we look to the future, the role of sales compensation professionals continues to develop from someone who designs or administers plans to that of a strategic business partner. Join us as Chad Albrecht discusses elements that are driving this change: understanding the drivers of behavior, using technology to drive behavior, using data and predictive analytics to drive decisions, and thinking beyond payout formulas to maximize salesforce motivation and performance.


  9:00AM-9:15AM

Break


Take a quick break and get ready for a full day of cutting-edge sessions.

  9:15AM-10:15AM

Evolve to Solve: Mastering Incentive Comp Complexity


Complexity is Echo Logistics' business: It serves thousands of clients and carriers around the world, moving tons of freight daily. Through natural growth and multiple acquisitions, Echo's salesforce quickly grew in volume and intricacy and the company realized that if it wanted to keep growing, it needed a partner to help with the complexity of its incentive compensation. Join Patrick Taylor and Ben Thoren as they share Echo and Optymyze's journey to harmonize legacy compensation plans to better target selling behaviors across all members of the sales organization. Attend this session and learn how to ready your own organization for growth.




Great Expectations: Changing Sales Profiles, Career Paths and Incentives to Drive Growth


An international supplier of composites, resins and engineered plastic solutions, A. Schulman experienced a significant transformation beginning in 2008 with a focus on specialty material solutions. But growth wasn't as fast as was desired, so the company refocused and reinvigorated its sales process to accelerate its pace of growth. Join Amanda Wethington, Erica Regan and Katie Pickle as they walk through the process the company undertook to ensure geographic alignment around new product families, develop a new go-to-market strategy, develop new sales roles and career paths, and move to a global incentive design program.




Hidden Gems in Sales Compensation Surveys


Companies spend millions of dollars annually on sales compensation surveys. But once the median pay level data is pulled, those surveys often are tossed aside for the rest of the year. In this session, Scott Sands reveals the fantastic insights many of these surveys hold that can help answer a variety of other questions that have significant impact on the sales organization. What's the return on investing in a premium pay philosophy? What should the span of control be for sales managers? Attendees at this session will learn how to identify and map out the lost treasures in their sales compensation surveys.




Relevant Incentive Design Ideas from the Startup World


Startup businesses and larger corporate businesses don't usually come into contact to share ideas about sales compensation. But startups often deal with similar issues as larger businesses — encouraging growth, retaining key talent, culture building — and tend to develop creative incentive approaches to address those issues. Some ideas seem to be relevant and scalable for larger businesses, even though they may never show up on the typical company's radar for consideration. Join presenter Michael Vaccaro as he shares his recent experiences with startup and early-stage businesses (both tech and nontech) and discusses issues that are common to startups and established businesses alike.




Sponsored Session:
Before the Final Sale: Influencing Behaviors to Drive Profitable Outcomes


Sponsored by Anaplan

As sales compensation professionals, our job is to design and create programs that nudge the behaviors of our sellers. But, in thinking about it, the need for behavior modification extends across the selling process - not only when final deals are won. Join Barbara Rubis and Jason Loh as they explore the five areas in which the talents of behavioral experts can be leveraged to help accelerate your company's go-to-market success. From quickly profiling sandbaggers and stretchers to creating the perfect pipeline and improving linearity and sales-forecast accuracy, you'll hear tips and tricks that augment selling behaviors and maximize performance.


  10:15AM-10:30AM

Break


Take five and reflect on the morning's learnings.

  10:20AM-10:30AM

Quick Learning: We Went Live. Now What?


Sponsored by Config Consultants


  10:30AM-11:45AM

Solutions Showcase


Join us as three industry-leading sales compensation technology providers showcase their products. Learn about the most forward-thinking and effective sales compensation solutions in just 45 minutes as you rotate through the 15-minute sessions. Come to learn, ask the hard questions, compare answers, and find the best solution for your organization.



Speed Mentoring: The Wisdom of Experience


Just getting your feet wet in sales comp? Have questions about how to best chart this career path? Top industry leaders will share their honest perspectives and personal career histories, rotating through several small groups of attendees who are in the earlier stages of their career journeys. They've "been there, done that," so bring your questions and benefit from the wisdom of experience.


  11:45AM-1:00PM

Plated Lunch


Reflect on the morning's learnings while enjoying a tasty lunch with fellow attendees.

  1:00PM-1:30PM

Headliner: Bernie Kassar, Xactly


Overcome the Top 5 Compensation Challenges to Fuel Results

While cloud tech democratized the automation of incentive comp management, it also opened the doors to an ever-changing and challenging market for sales. Gone are the days of simple compensation plans and payments. To gain a strategic advantage, companies need the ability to integrate and analyze a growing set of data and use real-time, prescriptive intelligence to maximize opportunity and results. Pulling from over a decade of compensation data from more than 1,500 companies, Bernie Kassar will discuss the Top 5 sales compensation challenges today, and how organizations can rethink their approach to planning, retention and sales execution to achieve optimal results.


  1:30PM-1:45PM

Break


Enjoy a little down time and get ready for an afternoon of learning.

  1:45PM-2:15PM

Beyond Pretty Pictures: Influencing with Data Visualization


Have you ever had an executive presentation derailed by a leader who couldn't follow the information in your chart? Or perhaps your leader was caught up in the format of the chart rather than the message you were delivering? This session explores practical ways to improve the way you communicate information with charts. Attendees will learn to think differently about charts as well as their purpose, make more effective analytical visualizations through the use of available tools, and share ideas with management and senior leadership so they don't get lost in the complexity of analysis.




Glimpsing the Future: AI, Blockchain and Cognitive Automation's Impact on Sales Comp


Disruptive technologies have transformed our lives as consumers as well as the industries in which we work. Artificial intelligence, blockchain and cognitive automation are creating new markets and changing our day-to-day lives. As sales compensation begins to leverage these technologies, how will you separate hype from reality? Gain an understanding of how these technologies are being used in sales compensation and ways you can dip your toes in the water (without getting burned). Walk away knowing how you can be on the leading edge of the adoption curve and learn ways to challenge your organization to move quickly.




Myths in Sales Compensation: A Rapid-Fire Approach


Come prepared to complete this sentence: "Everyone seems to think _________, but that's inconsistent with my experience." In this session, three seasoned sales compensation consultants - who've seen thousands of comp plans in hundreds of companies - will debunk your favorite misconceptions and take you on a rapid-fire quest to find out how things really work. Leave with a fresh perspective and a good, tough question to ask when you get back to work.




SPIFFs: Maximize the Motivation, Minimize the Chaos


Have you ever wondered whether there are best practices for SPIFFs? Do you wish you had insight into how other companies use SPIFFs? Join experts from the WorldatWork Sales Compensation Expert Council as they discuss their experiences, all pulled from a variety of organizations and industries. Though there's no one "right" approach, this group will provide a solid framework and discuss key features and characteristics as you think about your SPIFF programs. Come prepared with your toughest questions and get ready to engage in this interactive session!


  2:15PM-2:45PM

Popcorn Break


Sponsored by Optymyze

Take a breather and connect with fellow attendees.

  2:45PM-3:15PM

Headliner: Zachary Burnett, IBM


Are You Driving the Right Sales Behavior or Are You At Risk?

Sales compensation programs are incredibly effective for aligning salespeople with company objectives - if the plan is well-designed and irregularities are monitored. Multiple scandals have played out in the news media highlighting compensation programs that improperly motivated unethical sales behaviors and activities. The result? CEOs and executives are more concerned about the risk surrounding customers and clients, the organization's reputation, legal action and the effect on financial markets. In this session, Zachary Burnett shows how IBM and Promontory are helping companies mitigate those risks through sales performance management - which optimizes sales performance and provides insights into risk management.


  3:15PM-3:30PM

Break


Grab a refreshment before diving into your final session of the day.

  3:20PM-3:30PM

Quick Learning: The Three-Ring Circus: Juggling the Needs of Finance, Sales and Operations to Drive Compensation Success


Sponsored by Config Consultants


  3:30PM-4:30PM

Analytics in Context: Driving Change Through Informed Strategic Partnership


Assessing sales compensation plan effectiveness and identifying productive plan changes starts with an understanding of how plan effectiveness should be defined. Defining your analyses in terms of guiding principles and the organization's strategic priorities reveals how to attract, retain and motivate the right sales employees. In this session, Joe Clarkson and Brenda Maldonado discuss how to translate business pain points into specific analyses and the steps requires to transform employee data into exhibits that clearly show whether data confirms of rejects a particular hypothesis. Walk away understanding how to reach relevant insights when pay and performance data is limited or unavailable.




From Inefficient and Unwieldy to Simple and Self-Sufficient: US Bank's ICM Transformation


With a complex sales compensation management process spanning more than 20,000 payees, US Bank needed an approach to roll out an incentive compensation management (ICM) solution that wouldn't break the bank — or require a monumental effort to manage. Robert Blohm, Kimberly Hinrichsen and Paul Waugh share how US Bank and OpenSymmetry teamed up to take a complex ICM implementation and streamline it to pull many different incentive plans into a centralized, automated solution. Hear strategies used during the implementation that not only helped ensure a successful deployment, but also set up the US Bank team for ongoing self-sufficiency.




Sales Comp Formula Mysteries Solved


Where do sales compensation formulas come from? Sometimes, it seems like a mystery. Reading a sales compensation plan for the first time raises questions like, "How was that payout rate determined?" "How does that extra bonus work?" and "What's the math behind these numbers?" Attend this session to hear presenter David Cichelli explain how to build effective sales compensation formulas, avoid unintentional payouts and assess proposed incentive formula designs.




Sponsored Session:
A Comp Strategy Beacon of Light: How Docker, Inc. Reignited Sales Performance


Sponsored by SAP Sales Cloud

Many organizations get lost in sales compensation complexity, but Docker Inc. serves as a guiding light. Sean Veroni, partnering with Docker's global compensation manager, will share how the company was able to increase the accuracy of payment compensation plans by 95%, which ultimately transformed its selling cycle. Hear the challenges the company faced as well as how and why the company chose a commission's automated solution. Find out how Docker went from multiple platforms to one and the lessons learned in preparing for the transition from manual processes to an automated solution.




The Inevitability of Sales Incentive Exceptions and How to Manage Them


Regardless of whether you like it, there are always exceptions. Even though they're messy and potentially cost more money, you want exception requests — they mean your sales reps are engaged in as many avenues of selling as they can devise, and your sales incentive documents don't run the length of War and Peace. In this session, Mildred Polk explains the trick to managing the exception process and building confidence and buy-in to the results. Attendees will learn that an approved written exception process goes a long way to defending your company (if needed) from allegations that you're playing favorites.


  4:30PM-4:45PM

Break


  4:45PM-5:15PM

Headliner: Paul Melchiorre, Anaplan


The Butterfly Effect: How to Alleviate Friction and Empower Better Decisions

Every decision has consequences, some intended, some not. One minor tweak to a sales compensation strategy could inspire incredible success, or inadvertently cascade and lead to missed revenue targets. This is known as the butterfly effect. A single, seemingly-innocuous decision by one department can result in unintended consequences elsewhere. While fragmented data across multiple departments causes friction, executives need help removing that friction to empower them to make better and more informed decisions faster. Join Paul Melchiorre as he discusses how navigating and overcoming obstacles can mean the difference between success and failure.


  9:15AM-10:15AM

Evolve to Solve: Mastering Incentive Comp Complexity


Complexity is Echo Logistics' business: It serves thousands of clients and carriers around the world, moving tons of freight daily. Through natural growth and multiple acquisitions, Echo's salesforce quickly grew in volume and intricacy and the company realized that if it wanted to keep growing, it needed a partner to help with the complexity of its incentive compensation. Join Patrick Taylor and Ben Thoren as they share Echo and Optymyze's journey to harmonize legacy compensation plans to better target selling behaviors across all members of the sales organization. Attend this session and learn how to ready your own organization for growth.




Great Expectations: Changing Sales Profiles, Career Paths and Incentives to Drive Growth


An international supplier of composites, resins and engineered plastic solutions, A. Schulman experienced a significant transformation beginning in 2008 with a focus on specialty material solutions. But growth wasn't as fast as was desired, so the company refocused and reinvigorated its sales process to accelerate its pace of growth. Join Amanda Wethington, Erica Regan and Katie Pickle as they walk through the process the company undertook to ensure geographic alignment around new product families, develop a new go-to-market strategy, develop new sales roles and career paths, and move to a global incentive design program.




Hidden Gems in Sales Compensation Surveys


Companies spend millions of dollars annually on sales compensation surveys. But once the median pay level data is pulled, those surveys often are tossed aside for the rest of the year. In this session, Scott Sands reveals the fantastic insights many of these surveys hold that can help answer a variety of other questions that have significant impact on the sales organization. What's the return on investing in a premium pay philosophy? What should the span of control be for sales managers? Attendees at this session will learn how to identify and map out the lost treasures in their sales compensation surveys.




Relevant Incentive Design Ideas from the Startup World


Startup businesses and larger corporate businesses don't usually come into contact to share ideas about sales compensation. But startups often deal with similar issues as larger businesses — encouraging growth, retaining key talent, culture building — and tend to develop creative incentive approaches to address those issues. Some ideas seem to be relevant and scalable for larger businesses, even though they may never show up on the typical company's radar for consideration. Join presenter Michael Vaccaro as he shares his recent experiences with startup and early-stage businesses (both tech and nontech) and discusses issues that are common to startups and established businesses alike.




Sponsored Session:
Before the Final Sale: Influencing Behaviors to Drive Profitable Outcomes


Sponsored by Anaplan

As sales compensation professionals, our job is to design and create programs that nudge the behaviors of our sellers. But, in thinking about it, the need for behavior modification extends across the selling process - not only when final deals are won. Join Barbara Rubis and Jason Loh as they explore the five areas in which the talents of behavioral experts can be leveraged to help accelerate your company's go-to-market success. From quickly profiling sandbaggers and stretchers to creating the perfect pipeline and improving linearity and sales-forecast accuracy, you'll hear tips and tricks that augment selling behaviors and maximize performance.


  1:45PM-2:15PM

Beyond Pretty Pictures: Influencing with Data Visualization


Have you ever had an executive presentation derailed by a leader who couldn't follow the information in your chart? Or perhaps your leader was caught up in the format of the chart rather than the message you were delivering? This session explores practical ways to improve the way you communicate information with charts. Attendees will learn to think differently about charts as well as their purpose, make more effective analytical visualizations through the use of available tools, and share ideas with management and senior leadership so they don't get lost in the complexity of analysis.




Glimpsing the Future: AI, Blockchain and Cognitive Automation's Impact on Sales Comp


Disruptive technologies have transformed our lives as consumers as well as the industries in which we work. Artificial intelligence, blockchain and cognitive automation are creating new markets and changing our day-to-day lives. As sales compensation begins to leverage these technologies, how will you separate hype from reality? Gain an understanding of how these technologies are being used in sales compensation and ways you can dip your toes in the water (without getting burned). Walk away knowing how you can be on the leading edge of the adoption curve and learn ways to challenge your organization to move quickly.




Myths in Sales Compensation: A Rapid-Fire Approach


Come prepared to complete this sentence: "Everyone seems to think _________, but that's inconsistent with my experience." In this session, three seasoned sales compensation consultants - who've seen thousands of comp plans in hundreds of companies - will debunk your favorite misconceptions and take you on a rapid-fire quest to find out how things really work. Leave with a fresh perspective and a good, tough question to ask when you get back to work.




SPIFFs: Maximize the Motivation, Minimize the Chaos


Have you ever wondered whether there are best practices for SPIFFs? Do you wish you had insight into how other companies use SPIFFs? Join experts from the WorldatWork Sales Compensation Expert Council as they discuss their experiences, all pulled from a variety of organizations and industries. Though there's no one "right" approach, this group will provide a solid framework and discuss key features and characteristics as you think about your SPIFF programs. Come prepared with your toughest questions and get ready to engage in this interactive session!


  3:30PM-4:30PM

Analytics in Context: Driving Change Through Informed Strategic Partnership


Assessing sales compensation plan effectiveness and identifying productive plan changes starts with an understanding of how plan effectiveness should be defined. Defining your analyses in terms of guiding principles and the organization's strategic priorities reveals how to attract, retain and motivate the right sales employees. In this session, Joe Clarkson and Brenda Maldonado discuss how to translate business pain points into specific analyses and the steps requires to transform employee data into exhibits that clearly show whether data confirms of rejects a particular hypothesis. Walk away understanding how to reach relevant insights when pay and performance data is limited or unavailable.




From Inefficient and Unwieldy to Simple and Self-Sufficient: US Bank's ICM Transformation


With a complex sales compensation management process spanning more than 20,000 payees, US Bank needed an approach to roll out an incentive compensation management (ICM) solution that wouldn't break the bank — or require a monumental effort to manage. Robert Blohm, Kimberly Hinrichsen and Paul Waugh share how US Bank and OpenSymmetry teamed up to take a complex ICM implementation and streamline it to pull many different incentive plans into a centralized, automated solution. Hear strategies used during the implementation that not only helped ensure a successful deployment, but also set up the US Bank team for ongoing self-sufficiency.




Sales Comp Formula Mysteries Solved


Where do sales compensation formulas come from? Sometimes, it seems like a mystery. Reading a sales compensation plan for the first time raises questions like, "How was that payout rate determined?" "How does that extra bonus work?" and "What's the math behind these numbers?" Attend this session to hear presenter David Cichelli explain how to build effective sales compensation formulas, avoid unintentional payouts and assess proposed incentive formula designs.




Sponsored Session:
A Comp Strategy Beacon of Light: How Docker, Inc. Reignited Sales Performance


Sponsored by SAP Sales Cloud

Many organizations get lost in sales compensation complexity, but Docker Inc. serves as a guiding light. Sean Veroni, partnering with Docker's global compensation manager, will share how the company was able to increase the accuracy of payment compensation plans by 95%, which ultimately transformed its selling cycle. Hear the challenges the company faced as well as how and why the company chose a commission's automated solution. Find out how Docker went from multiple platforms to one and the lessons learned in preparing for the transition from manual processes to an automated solution.




The Inevitability of Sales Incentive Exceptions and How to Manage Them


Regardless of whether you like it, there are always exceptions. Even though they're messy and potentially cost more money, you want exception requests — they mean your sales reps are engaged in as many avenues of selling as they can devise, and your sales incentive documents don't run the length of War and Peace. In this session, Mildred Polk explains the trick to managing the exception process and building confidence and buy-in to the results. Attendees will learn that an approved written exception process goes a long way to defending your company (if needed) from allegations that you're playing favorites.

Wednesday, Aug 22, 2018


  8:30AM-9:30AM

Breakfast


  9:30AM-10:30AM

Analyzing Pay for Performance: The Only 3 Graphs You Need


You only have 10 minutes with the executive team to explain your plan's effectiveness? Don't panic. Presenters Jessica Owen, Jessica Brooks and Stephen Andrews will teach you how to create and analyze the only three graphs you need to get the job done. The trio will share their experience with automating plan analytics using Xactly and Tableau along with best practices in engaging your executive team each month. Walk away with an understanding of why analyzing your plans is critical to the success of your sales compensation program. Also, learn how Cox Automotive has benefited from analyzing its plans monthly.




Building Global Sales Compensation Capabilities: A Maturity Model


Sales compensation continues to be one of the most influential levers driving salesforce effectiveness. As businesses continue globalizing their commercial operations, we learn more about the benefits and challenges of executing a global incentive compensation strategy. In this session, the presenters describe how globalizing incentive compensation operations not only improves bottom-line corporate efficiencies, but also enhances the level of support you provide to local markets. Hear challenges companies face when their strategy isn't globalized, learn how to assess the maturity of an incentive program, understand best practices for executing implementations across regions, and understand how to overcome regional challenges.




Product Pandemonium: Migrating from Legacy Products to the Cloud


With the commoditization of many products and increased competition, companies across a range of industries are looking to add value to their existing products by delivering ongoing services to supplement and replace one-time sales. At the core of success is understanding how to enable the sales organization in this changing environment. Join Juliette Monser and Michelle Seger as they focus on sales compensation as a key area of sales enablement in a new selling environment. Attendees will walk away with a roadmap to readiness that helps them understand the steps to make this shift successfully.




Sales Comp and Revenue Crediting


As sales organizations and their products become more complex, the ways in which a sales rep is credited are changing. Whether he or she is a product seller, solution seller or services seller, the way he or she is credited for the sale can vary. In this presentation, speaker Joseph DiMisa explores the types of recurring and contract revenue measures. He shares example plans, case studies and illustrations around challenges of working in these complex revenue-crediting situations. Attendees walk away with guidance on how to manage, govern and influence the decision making to create plans that drive growth.




Sponsored Session:
Lessons from Maslow: The Hierarchy of SPM Needs


Sponsored by Optymyze

Many companies leverage sales performance management (SPM) technologies to automate their sales compensation processes. This helps them meet basic needs by simplifying the complex and bringing efficiencies to manual and time-consuming sales operations processes. Leading companies go a step further, thinking strategically about sales compensation and the effect it can have on the overall organization; sales compensation is a strategic tool. In this session, John Ristuccia and Erich Sachse share a framework for creating transformational value in your organization, innovative examples of technology that help sales compensation take a broader role, and examples of clients who have become heroes in their companies.


  10:30AM-10:45AM

Break


Take a breather and grab some refreshments with your peers.

  10:35AM-10:45AM

Quick Learning: Customer Service in the Age of Digital Transformation


Sponsored by Config Consultants


  10:45AM-11:45AM

Balancing Stakeholder Interests to Create a Great Plan


Say you get next year's sales compensation plans right: Everyone understands them, and you report and pay against them accurately and on time all year. How would you know your plans really drove sales success? What do you expect from your sales compensation plans? This panel of leaders, representing sales operations, human resources and finance, discuss how their organizations successfully designed sales compensation programs that aligned their sales rewards with the needs of the business. Attendees will hear general observations about what matters most based on real-life examples as well as lessons learned from well-intended plan features that yielded unpleasant surprises.




How to Be a Sales Comp Strategic Partner


Do you want to contribute to sales compensation redesign efforts at a strategic level? Do you want to do more than provide market data? Learn how NetApp's Nancy Ji has achieved strategic-partner status with her sales compensation stakeholders. In this session, Nancy will go behind the scenes to explain how she leverages sales compensation principles to contribute to program design. Attendees will gain an understanding of how she works with revenue leaders to translate business strategy into effective program design. Through this case-study examples, walk away with six tips to become an effective sales compensation design leader.




Sponsored Session:
Looker Transforms Sales Behaviors and Results with Data


Sponsored by Xactly

Looker is on a mission to bring better insights and allow for a data-driven decision-making process in every business. However, a spreadsheet-based sales compensation program was limiting the company from delivering the same level of intelligence to its sales teams. In this session, Phil Chowaniec and Vijai Shankar share how Looker left spreadsheets behind and adopted an automated approach to sales compensation that has changed sales behavior and results. Hear how Looker used big-data analytics and benchmarking data to rethink compensation structures, cut commission processing time from weeks to days and provided real-time visibility to sales reps.




The Struggle Is Real: Setting Sales Goals that Drive Profitable Growth


Quota setting is one of the biggest — if not the biggest — challenges that sales organizations face. In effective sales quota setting systems and processes can have dramatic consequences if incorrectly implemented, including decreased sales engagement, poor sales results, overpaying or underpaying for performance and so on. In this session, Joseph Krsul and Marilu Malague explore how to drive business growth and profitability through sound quota setting and allocation. Attendees will learn how to ensure that quotas are aligned to sales strategy and sales role through the focus on four golden rules.




Trends in the Globalization of Sales Comp


Companies are increasingly using common global roles to serve customers — and that includes sales roles, which are becoming increasingly standardized. At the same time, sales performance management (SPM) software is flourishing. The desire to see global sales compensation information in one place also is forcing some rationalization of global sales incentive plans globally as companies automate their plans into a common platform. In this session, Chad Albrecht shares the results from interviews with more than 20 global sales compensation leaders to understand what is globalized in their firms today and where they're headed with globalization of their sales compensation plans.


  11:45AM-12:00PM

Break


Take a few minutes to network with your new contacts before heading into the closing general session.

  12:00PM-12:30PM

Closing General Session with Michelle Smith


The Unconscious Secrets of Great Influencers

After getting your fill of new ideas and tactics from this year's Spotlight on Sales Compensation event, you'll be anxious to share what you've learned with your colleagues in HR, Finance, Sales Ops and among your sales leaders. But how do you effectively address everyone's individual perspectives, needs and goals to get the buy-in you need? In this engaging closing session, Michelle Smith reveals the hidden dynamics that continuously influence your behavior as well as the reactions among those with whom you collaborate. You'll find out how to skillfully customize communications to alleviate resistance and fear of change, understand how to reduce tension in discussions, and learn how to be persuasive and empathetic. With these skills in-hand, you'll see your results improve, and enhance your relationships and ability to successfully collaborate.

  9:30AM-10:30AM

Analyzing Pay for Performance: The Only 3 Graphs You Need


You only have 10 minutes with the executive team to explain your plan's effectiveness? Don't panic. Presenters Jessica Owen, Jessica Brooks and Stephen Andrews will teach you how to create and analyze the only three graphs you need to get the job done. The trio will share their experience with automating plan analytics using Xactly and Tableau along with best practices in engaging your executive team each month. Walk away with an understanding of why analyzing your plans is critical to the success of your sales compensation program. Also, learn how Cox Automotive has benefited from analyzing its plans monthly.




Building Global Sales Compensation Capabilities: A Maturity Model


Sales compensation continues to be one of the most influential levers driving salesforce effectiveness. As businesses continue globalizing their commercial operations, we learn more about the benefits and challenges of executing a global incentive compensation strategy. In this session, the presenters describe how globalizing incentive compensation operations not only improves bottom-line corporate efficiencies, but also enhances the level of support you provide to local markets. Hear challenges companies face when their strategy isn't globalized, learn how to assess the maturity of an incentive program, understand best practices for executing implementations across regions, and understand how to overcome regional challenges.




Product Pandemonium: Migrating from Legacy Products to the Cloud


With the commoditization of many products and increased competition, companies across a range of industries are looking to add value to their existing products by delivering ongoing services to supplement and replace one-time sales. At the core of success is understanding how to enable the sales organization in this changing environment. Join Juliette Monser and Michelle Seger as they focus on sales compensation as a key area of sales enablement in a new selling environment. Attendees will walk away with a roadmap to readiness that helps them understand the steps to make this shift successfully.




Sales Comp and Revenue Crediting


As sales organizations and their products become more complex, the ways in which a sales rep is credited are changing. Whether he or she is a product seller, solution seller or services seller, the way he or she is credited for the sale can vary. In this presentation, speaker Joseph DiMisa explores the types of recurring and contract revenue measures. He shares example plans, case studies and illustrations around challenges of working in these complex revenue-crediting situations. Attendees walk away with guidance on how to manage, govern and influence the decision making to create plans that drive growth.




Sponsored Session:
Lessons from Maslow: The Hierarchy of SPM Needs


Sponsored by Optymyze

Many companies leverage sales performance management (SPM) technologies to automate their sales compensation processes. This helps them meet basic needs by simplifying the complex and bringing efficiencies to manual and time-consuming sales operations processes. Leading companies go a step further, thinking strategically about sales compensation and the effect it can have on the overall organization; sales compensation is a strategic tool. In this session, John Ristuccia and Erich Sachse share a framework for creating transformational value in your organization, innovative examples of technology that help sales compensation take a broader role, and examples of clients who have become heroes in their companies.


  10:45AM-11:45AM

Balancing Stakeholder Interests to Create a Great Plan


Say you get next year's sales compensation plans right: Everyone understands them, and you report and pay against them accurately and on time all year. How would you know your plans really drove sales success? What do you expect from your sales compensation plans? This panel of leaders, representing sales operations, human resources and finance, discuss how their organizations successfully designed sales compensation programs that aligned their sales rewards with the needs of the business. Attendees will hear general observations about what matters most based on real-life examples as well as lessons learned from well-intended plan features that yielded unpleasant surprises.




How to Be a Sales Comp Strategic Partner


Do you want to contribute to sales compensation redesign efforts at a strategic level? Do you want to do more than provide market data? Learn how NetApp's Nancy Ji has achieved strategic-partner status with her sales compensation stakeholders. In this session, Nancy will go behind the scenes to explain how she leverages sales compensation principles to contribute to program design. Attendees will gain an understanding of how she works with revenue leaders to translate business strategy into effective program design. Through this case-study examples, walk away with six tips to become an effective sales compensation design leader.




Sponsored Session:
Looker Transforms Sales Behaviors and Results with Data


Sponsored by Xactly

Looker is on a mission to bring better insights and allow for a data-driven decision-making process in every business. However, a spreadsheet-based sales compensation program was limiting the company from delivering the same level of intelligence to its sales teams. In this session, Phil Chowaniec and Vijai Shankar share how Looker left spreadsheets behind and adopted an automated approach to sales compensation that has changed sales behavior and results. Hear how Looker used big-data analytics and benchmarking data to rethink compensation structures, cut commission processing time from weeks to days and provided real-time visibility to sales reps.




The Struggle Is Real: Setting Sales Goals that Drive Profitable Growth


Quota setting is one of the biggest — if not the biggest — challenges that sales organizations face. In effective sales quota setting systems and processes can have dramatic consequences if incorrectly implemented, including decreased sales engagement, poor sales results, overpaying or underpaying for performance and so on. In this session, Joseph Krsul and Marilu Malague explore how to drive business growth and profitability through sound quota setting and allocation. Attendees will learn how to ensure that quotas are aligned to sales strategy and sales role through the focus on four golden rules.




Trends in the Globalization of Sales Comp


Companies are increasingly using common global roles to serve customers — and that includes sales roles, which are becoming increasingly standardized. At the same time, sales performance management (SPM) software is flourishing. The desire to see global sales compensation information in one place also is forcing some rationalization of global sales incentive plans globally as companies automate their plans into a common platform. In this session, Chad Albrecht shares the results from interviews with more than 20 global sales compensation leaders to understand what is globalized in their firms today and where they're headed with globalization of their sales compensation plans.

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