2019 Spotlight on Sales Compensation

Monday, Aug 19, 2019




  1:00PM-2:00PM

Opening General Session: Secrets to Catapulting Revenue, Service and Profitability


As a proven market disruptor, Rudy Nadilo knows what it takes to grow revenue at jaw-dropping levels in extremely short time frames. In his opening keynote, Rudy will share his expertise and lessons learned as a CEO, CMO, technologist, motivator and turnaround expert in the market research industry. He'll share insights and tactics, peppered with anecdotes and lessons learned, on how to successfully align sales and customer support to work as a cohesive team, as well as to develop an integrated, go-to-market structure and compensation system that can transform your organization to be fully aligned -- both internally and externally -- driving exceptional and seamless customer-centric benefits, selling and support.




  2:00PM-2:15PM

Break




  2:15PM-3:15PM

Growth by Acquisition: Imperatives for Sales Compensation Integration Success


A recent Harvard Business Review study tells us that 70% to 90% of mergers and acquisitions result in complete failure. Even the best sales leaders are continuously challenged to optimize the effectiveness of their own sales teams and drive the right behaviors and business results through their incentive programs. The task of merging together two sales teams dramatically increases the complexity. In this session, you'll review SalesGlobe's approach to identify and solve for the biggest challenges a sales leader should think about regarding an organization faced with a merger or acquisition. The team will discuss the imperatives for success from a sales compensation professional's perspective and how to prioritize and get in front of undesired behaviors and results) We will specifically dig into the biggest issues that include pay level differences between the companies for similar roles, pay philosophy and culture differences, titles and role reconciliation, communication pitfalls and success factors. This session includes an interactive Q&A.



How Do You Pay the AI-Directed Sales Force?


Companies are increasingly leveraging artificial intelligence-derived 'suggestions' and 'next best actions' to direct the activity of their sales reps to deliver ever greater impact on the organization. As they do this, are their sales compensation plan designs and administrators adapting appropriately? What linkages are needed between the Sales Operations/Sales Analytics team and the incentive compensation design team? Will the use of AI-derived suggestions create a demand for shorter cycles during which incentives are calculated and paid? How should the AI suggestions be incorporated into quota-setting modeling? Should a sales rep be penalized if they follow the AI suggestions and still don't hit their quota? These are just some of the questions panelists will answer as they define the issue, debate the challenges sales compensation leaders face, and hypothesize frameworks for the future. Before the conversation, we will review 'state of the art' examples of AI-directed sales forces today.



Invaluable Insights from Industry Practitioners: How Can You Leverage Technology to Transform Your Sales Incentive Compensation Planning & Execution?


Brought to you by beqom

They've been there with you. PepsiCo and JM Family Enterprises both faced the need to transform their sales compensation processes, and have replaced in-house compensation systems with an automated platform to manage their global sales incentives, providing a holistic view of total compensation for their Sales teams worldwide. Panelists Mahesh Joshi, Director - Comp Operations at PepsiCo, and Sean North, Senior Compensation Data Management Analyst at JM Family Enterprises, will share the lessons they learned along the way, from how they overcame operational challenges to managing change in the organization to how they're handling data quality. In this session, they will talk about their journeys through selection, implementation, and rollout of a solution, including challenges and lessons learned, and address audience questions in an open format discussion.



Ready, Set, Go! Foundational Sales Compensation Practices for the Emerging Professional


If you have recently taken on sales compensation responsibility at your company, or if you are relatively new to the field, this session is for you. Using today's terms and clear visuals, we'll dive into the basics, and the nuances, of the sales comp profession. We'll review sales compensation basics, provide you with a simple framework on how to think about sales compensation, and lay out why sales compensation is different than any other aspect of compensation. Topics include: why the sales compensation pay mix is so much more leveraged than other roles, why salespeople should be considered "profit centers," what metrics you should consider to align with strategy, what mechanics are available to maximize motivation without overcomplicating the plan, and what factors motivate salespeople besides incentives.



Sales Comp 2040: 5 Predictions for the Future of Sales Compensation


At the turn of the century, technology sparked a sea change that threatened to slowly eliminate the solution seller as a middle-man. Now, Artificial Intelligence (AI) is driving an unprecedented change across the sales landscape that is threatening to swiftly eliminate entire sales job families. We have already seen sales jobs disappear, such as the human lead generator being replaced by AI. The remaining, reimagined sales jobs are now challenging conventional sales talent management and rewards approaches. Join us for forward-looking insights about what best-in-class sales compensation plans might look like in 2040, and we share 5 predictions based on our work with leading sales organizations around the world.




  3:15PM-3:35PM

Hope is not a Strategy: How Sales Capacity drives Quota Achievement


Brought to you by Anaplan (Anaplan Networking Lounge, Grand Court)

The laws of physics apply to everything--even reps hitting their quotas. After targets are set, how do you calculate the odds of success across the organization? What levers can you pull to help your sellers soar?



  3:15PM-3:45PM

Break




  3:45PM-4:45PM

Automating Sales Compensation: The Good, the Bad, and the Ugly


Thinking about implementing a sales compensation system? Want to get away from manual processing? Cut through the flashy sales pitches with fancy graphs and spend an hour with us. Hear about our real-life experience - the good, the bad, the ugly…and the results of a sales compensation system implementation project. This is NOT a sales pitch for a certain system or an implementation partner. It's a look into the project team's challenges, lessons learned, and successes while implementing a robust sales compensation system at a complex company. What started as a six-month pilot project turned into a three-year long journey to deliver the promised benefits and value to the business. In this session we will discuss the implementation and points of consideration for success from the perspectives of the project team, a sales compensation analyst, finance, and the business.



Beyond the Sales Incentive Plan: Hilton's Sales Performance Management Framework


Sales incentive plans are often the main program used to drive performance in organizations. But as selling becomes more complicated, more companies are seeking to introduce additional programs that are complementary to their sales incentive plans to drive performance in a more holistic way. In this session, hear how Hilton's sales performance management function in the Americas has evolved from the management of the sales incentive plan to implementing a framework that also takes into account programs such as non-cash incentives and performance accountability aimed at achieving high levels of sales performance that support, but don't compete with, the core sales incentive plan.



Data is Dirty! A Data Governance Approach to Getting Clean Data into Your Sales Compensation Process


Brought to you by SAP

Whether an organization leverages a highly mature ecosystem or more manual processes to support the sales compensation process, data represents a critical component to accurate and timely pay calculations. The data required to support this process is often sourced from disparate systems, exists in varying formats, and can also be sourced internally or from third parties. Each data source should be assessed as to whether or not it meets predefined criteria that permits its use in the sales compensation process. SAP's Solution Management head for Sales Performance Management, Barbara Rubis, will share practical guidance and best practices for removing the friction that bad data can cause in the sales compensation process and how sales and sales compensation administration experience improve as a result.



How a Structured Talent Assessment Approach Helps Drive Growth


Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade have helped managers drive and measure will - but assessing skill at the time of hire remains a common challenge. This session will showcase a new generation of sales talent assessment tools designed to drive better talent decisions, reduce turnover, and improve engagement in your sales team. We will demonstrate how focusing on tailored success profiles and using talent assessment will lead to increased sales performance, and you will leave with a sound methodology to improve your hiring decision, culture and business results.



Workshop: The Blueprint for a Smarter B2B Commission Plan


Brought to you by Concert

We've talked to neuroscientists and behavioral psychologists to understand why some compensation plans work and others don't, and the results are not so startling: pay on impactful parts of your sales process, set motivating targets, and show your reps how they are pacing. This workshop will help you identify the parts of your sales process that your comp plans might be overlooking, so you empower your teams to win more.




  4:45PM-5:30PM

Exhibitor Social


Join our awesome exhibitors for a custom cocktail after our first day of sessions and share your valued insights.



  5:30PM-7:30PM

"Puttin' on the Ritz" Reception


The Roaring 20s was an exciting time in Chicago. In dance halls, the Lindy Hop and Charleston were all the rage, while flappers mingled with gangsters at the Speakeasy. Come join your hosts SalesGlobe and IBM for a party that even The Great Gatsby would want to attend! We're "Puttin' on the Ritz" at Spotlight on Sales Comp this year, with special prohibition-era cocktails, food and fun. So bring yourself (and your dancing shoes, fedora or feather boa!) and we'll see you there!



  1:00PM-2:00PM

Opening General Session: Secrets to Catapulting Revenue, Service and Profitability


As a proven market disruptor, Rudy Nadilo knows what it takes to grow revenue at jaw-dropping levels in extremely short time frames. In his opening keynote, Rudy will share his expertise and lessons learned as a CEO, CMO, technologist, motivator and turnaround expert in the market research industry. He'll share insights and tactics, peppered with anecdotes and lessons learned, on how to successfully align sales and customer support to work as a cohesive team, as well as to develop an integrated, go-to-market structure and compensation system that can transform your organization to be fully aligned -- both internally and externally -- driving exceptional and seamless customer-centric benefits, selling and support.




  2:15PM-3:15PM

Growth by Acquisition: Imperatives for Sales Compensation Integration Success


A recent Harvard Business Review study tells us that 70% to 90% of mergers and acquisitions result in complete failure. Even the best sales leaders are continuously challenged to optimize the effectiveness of their own sales teams and drive the right behaviors and business results through their incentive programs. The task of merging together two sales teams dramatically increases the complexity. In this session, you'll review SalesGlobe's approach to identify and solve for the biggest challenges a sales leader should think about regarding an organization faced with a merger or acquisition. The team will discuss the imperatives for success from a sales compensation professional's perspective and how to prioritize and get in front of undesired behaviors and results) We will specifically dig into the biggest issues that include pay level differences between the companies for similar roles, pay philosophy and culture differences, titles and role reconciliation, communication pitfalls and success factors. This session includes an interactive Q&A.



How Do You Pay the AI-Directed Sales Force?


Companies are increasingly leveraging artificial intelligence-derived 'suggestions' and 'next best actions' to direct the activity of their sales reps to deliver ever greater impact on the organization. As they do this, are their sales compensation plan designs and administrators adapting appropriately? What linkages are needed between the Sales Operations/Sales Analytics team and the incentive compensation design team? Will the use of AI-derived suggestions create a demand for shorter cycles during which incentives are calculated and paid? How should the AI suggestions be incorporated into quota-setting modeling? Should a sales rep be penalized if they follow the AI suggestions and still don't hit their quota? These are just some of the questions panelists will answer as they define the issue, debate the challenges sales compensation leaders face, and hypothesize frameworks for the future. Before the conversation, we will review 'state of the art' examples of AI-directed sales forces today.



Invaluable Insights from Industry Practitioners: How Can You Leverage Technology to Transform Your Sales Incentive Compensation Planning & Execution?


Brought to you by beqom

They've been there with you. PepsiCo and JM Family Enterprises both faced the need to transform their sales compensation processes, and have replaced in-house compensation systems with an automated platform to manage their global sales incentives, providing a holistic view of total compensation for their Sales teams worldwide. Panelists Mahesh Joshi, Director - Comp Operations at PepsiCo, and Sean North, Senior Compensation Data Management Analyst at JM Family Enterprises, will share the lessons they learned along the way, from how they overcame operational challenges to managing change in the organization to how they're handling data quality. In this session, they will talk about their journeys through selection, implementation, and rollout of a solution, including challenges and lessons learned, and address audience questions in an open format discussion.



Ready, Set, Go! Foundational Sales Compensation Practices for the Emerging Professional


If you have recently taken on sales compensation responsibility at your company, or if you are relatively new to the field, this session is for you. Using today's terms and clear visuals, we'll dive into the basics, and the nuances, of the sales comp profession. We'll review sales compensation basics, provide you with a simple framework on how to think about sales compensation, and lay out why sales compensation is different than any other aspect of compensation. Topics include: why the sales compensation pay mix is so much more leveraged than other roles, why salespeople should be considered "profit centers," what metrics you should consider to align with strategy, what mechanics are available to maximize motivation without overcomplicating the plan, and what factors motivate salespeople besides incentives.



Sales Comp 2040: 5 Predictions for the Future of Sales Compensation


At the turn of the century, technology sparked a sea change that threatened to slowly eliminate the solution seller as a middle-man. Now, Artificial Intelligence (AI) is driving an unprecedented change across the sales landscape that is threatening to swiftly eliminate entire sales job families. We have already seen sales jobs disappear, such as the human lead generator being replaced by AI. The remaining, reimagined sales jobs are now challenging conventional sales talent management and rewards approaches. Join us for forward-looking insights about what best-in-class sales compensation plans might look like in 2040, and we share 5 predictions based on our work with leading sales organizations around the world.




  3:45PM-4:45PM

Automating Sales Compensation: The Good, the Bad, and the Ugly


Thinking about implementing a sales compensation system? Want to get away from manual processing? Cut through the flashy sales pitches with fancy graphs and spend an hour with us. Hear about our real-life experience - the good, the bad, the ugly…and the results of a sales compensation system implementation project. This is NOT a sales pitch for a certain system or an implementation partner. It's a look into the project team's challenges, lessons learned, and successes while implementing a robust sales compensation system at a complex company. What started as a six-month pilot project turned into a three-year long journey to deliver the promised benefits and value to the business. In this session we will discuss the implementation and points of consideration for success from the perspectives of the project team, a sales compensation analyst, finance, and the business.



Beyond the Sales Incentive Plan: Hilton's Sales Performance Management Framework


Sales incentive plans are often the main program used to drive performance in organizations. But as selling becomes more complicated, more companies are seeking to introduce additional programs that are complementary to their sales incentive plans to drive performance in a more holistic way. In this session, hear how Hilton's sales performance management function in the Americas has evolved from the management of the sales incentive plan to implementing a framework that also takes into account programs such as non-cash incentives and performance accountability aimed at achieving high levels of sales performance that support, but don't compete with, the core sales incentive plan.



Data is Dirty! A Data Governance Approach to Getting Clean Data into Your Sales Compensation Process


Brought to you by SAP

Whether an organization leverages a highly mature ecosystem or more manual processes to support the sales compensation process, data represents a critical component to accurate and timely pay calculations. The data required to support this process is often sourced from disparate systems, exists in varying formats, and can also be sourced internally or from third parties. Each data source should be assessed as to whether or not it meets predefined criteria that permits its use in the sales compensation process. SAP's Solution Management head for Sales Performance Management, Barbara Rubis, will share practical guidance and best practices for removing the friction that bad data can cause in the sales compensation process and how sales and sales compensation administration experience improve as a result.



How a Structured Talent Assessment Approach Helps Drive Growth


Will and skill: two ingredients essential for a successful salesperson. Innovations over the past decade have helped managers drive and measure will - but assessing skill at the time of hire remains a common challenge. This session will showcase a new generation of sales talent assessment tools designed to drive better talent decisions, reduce turnover, and improve engagement in your sales team. We will demonstrate how focusing on tailored success profiles and using talent assessment will lead to increased sales performance, and you will leave with a sound methodology to improve your hiring decision, culture and business results.



Workshop: The Blueprint for a Smarter B2B Commission Plan


Brought to you by Concert

We've talked to neuroscientists and behavioral psychologists to understand why some compensation plans work and others don't, and the results are not so startling: pay on impactful parts of your sales process, set motivating targets, and show your reps how they are pacing. This workshop will help you identify the parts of your sales process that your comp plans might be overlooking, so you empower your teams to win more.

Tuesday, Aug 20, 2019




  8:00AM-9:00AM

Breakfast




  9:00AM-10:00AM

General Session: A CEO's Perspective on Sales Compensation


Ed Boyajian is a pioneer of the modern business model for selling free and open software to global enterprises. He's also a passionate CEO who has unlocked the formula for successfully linking business and sales compensation strategy. During this keynote, Ed will share his blueprint for sales compensation alignment that has enabled him to achieve 35 consecutive quarters of recurring revenue growth as President and CEO of EnterpriseDB. He'll provide that executive perspective on the economic value Sales Compensation pros bring to their companies, and also share some insights that he's learned in his unique career journey from Army Ranger to Harvard MBA to RedHat Executive, and now CEO. Join us to learn some practical tips that will help you build credibility and influence within your executive teams.




  10:00AM-10:20AM

Start with the End in Mind: Driving Sales Actions from the C-Suite


Brought to you by Anaplan (Anaplan Networking Lounge, Grand Court)

When senior leadership broadcasts their "big bets" to investors, shareholders and employees, the difficult part for sales leaders is to identify the actions that make these goals real. How should we align our sales motions to achieve leadership's goals?



  10:00AM-10:30AM

Break




  10:30AM-11:30AM

Compensating Along the Customer Lifecycle


Starting with opportunity identification and qualification, moving to proposing and closing and on to adoption, expansion and renewal, the sales roles and motions involved vary significantly. This session will explore the types of compensation required along the way and the need for well-defined duties and handoffs between the various types.



Driving Sales and Service by Overhauling Incentives at Avis


Avis Budget Group, a premier global travel service provider, successfully overhauled its incentive compensation plan for 2,500 non-exempt employees. This session will map their journey to redesign the incentive offerings for the front-line representatives who deliver excellent customer service and drive revenue through the sale of ancillary products. The discussion starts at the very beginning, when it was identified that legacy plans and systems were a barrier business goal. Hear about how a simplified plan design paired with the right leadership, plan design, sequencing, tools, and messaging helped contribute to a successful change management outcome. And hear about the exciting (and immediate) results featuring improved sales, customer feedback and employee engagement.



How PayPal Monitors Sales Compensation Risk Indicators


The stakes in sales compensation are high. A well-designed program is the fuel to accelerate business growth. And a plan that motivates the wrong behaviors can have serious consequences that damage company reputation and financial standing. Is your company at risk of the latter? How would you know? In this joint practitioner/consultant presentation, you will learn how PayPal balances the often-competing sales compensation objectives " to accelerate business results, deliver a customer-centric experience and mitigate conduct, financial and reputational risk." Together, we will explore key elements of the risk evaluation framework: policies, procedures, governance and controls. You leave with a practical solution, and an understanding of how to develop and use a key risk indicator dashboard to monitor and improve plans overall performance.



More time back? Better data? Faster decisions? YES!


Brought to you by IBM

What if you could drive more revenue and reduce administrative costs simply by giving time back? What if we told you that most sales people do not trust that their incentive compensation is accurate? And sales compensation administrators report spending the greatest amount of their time each day managing inquiries and resolving discrepancies to disgruntled and mistrusting sales reps? What if removing this friction from the compensation administration process propelled revenue, productivity and increased the satisfaction and motivation of your teams?

Come with us as we explore the latest findings from research on Incentive Compensation and Sales Performance Reporting Practices, sponsored by IBM and OpenSymmetry and conducted by the Sales Management Association. This engaging hands-on interactive session continues with SalesGlobe where you learn how Sales Design Thinking can be leveraged to solve your biggest sales challenges.

And then see how, with cutting edge solutions in Data Discovery, Ask Watson, and thinking differently about your biggest sales challenges, you can gain the insights that lead to better, faster decisions that drive results, grow revenue...and give time back to your team.



The Key to Sales Productivity Is in the Middle


Boosting the performance in the core of the sales force and tying rewards to that performance represents the best opportunity to raise overall salesforce productivity. The single greatest point of leverage in driving salesforce productivity is to map the behaviors, competencies, and activities of the top 20% of performers and replicate those in the middle percentile of the salesforce. Given the greater numbers in the core middle, a 5% productivity improvement will yield 50% more revenue than a similar 5% improvement in high performer productivity. This session will help you utilize this strategy.




  11:30AM-1:30PM

Lunch




  11:45AM-12:45PM

Speed Mentoring -- Careers and Growth in the Sales Comp Profession


Just getting your feet wet in sales comp? Join a group of top industry leaders who will provide their honest perspectives, personal experiences and innovative ideas to help you achieve your goals. This session is for emerging practitioners to allow for a fulfilling experience that aligns with your career path. Our experts have "been there, done that," so bring your questions and benefit from the wisdom of experience.




  1:00PM-2:00PM

Speed Mentoring -- Tackle Your Most Pressing Business Problems


Crowdsource solutions with in-the-moment knowledge. Have specific business challenges that seem insurmountable? Join a group of top industry leaders who will provide their perspectives, proven success stories, and innovative ideas. This session is for seasoned practitioners who want to engage with our expert panel and fellow peers who have paved the way in answering those though questions.




  2:00PM-2:20PM

Sales Potential is unevenly Distributed. Let's Fix That


Brought to you by Anaplan (Anaplan Networking Lounge, Grand Court)

While as children we learn that "life isn't fair," there are strategies that can help sales leaders equalize the potential for all sellers. Let's talk through them.



  2:00PM-2:30PM

Break




  2:30PM-3:30PM

Beyond Commissions and Bonuses: Discover methods of payment other companies are using to incent their sales


Brought to you by WorkCentive Inc.

The WorkCentive team has delivered tailored Incentive Compensation Management solutions to 50+ clients, and has captured an abundance of requirements related to unique payment options. In this session, you will learn about the more distinctive methods of payments as well as twists to conventional bonus and commission options that will help set your ICM apart. These time-tested and industry-agnostic examples will cover best-practice application and potential pitfalls to avoid.



Now You're Speaking My Language: Sales Comp Communications for a Modern Workforce


New Silent Generation (aka Gen Z)? Millennials? Gen X? Baby Boomers? Corporations are concentrating recruiting efforts on fresh college grads, the Gen Zers. And for good reason - this generation makes up 26% of the U.S. population, the largest percentage. From a Sales Compensation perspective, it can be tempting to focus exclusively on this "ripe for the picking" audience because so many of them - recent college grads, especially -- flood the job market each year. However, it is imperative that communication and messaging is tailored to drive maximum mind share from all demographics, not just millennials. As Sales Compensation professionals, we need to be highly aware of the fact that the best-designed plans can be ineffective in influencing behavior if the sales teams do not fully comprehend their incentive plans or know which specific behaviors in the field will help them maximize their earnings. In this session, we will learn about how to build Sales Compensation plan messaging targeting all generations, to drive optimal engagement and enable sales teams to hit the ground running.



Stop Wagging the Dog - What to Do When Compensation is Driving Strategy


Do all your sales strategy decisions (role definition, sales process design, customer coverage, etc.) seem to happen WHILE you are designing compensation plans? Or worse, after plans have been rolled-out? Don't worry! Imminent compensation decisions often drive strategy, even though we know it should be the other way around. While you may never fully stop this from happening, you can make it a much more efficient and productive conversation. Join us to learn some great tactics to wield when strategy decisions are not finalized to help ensure your compensation plans are designed better, rolled-out on time, and your role is ultimately elevated during these discussions.



The Most Effective Way to Present Sales Comp Information to Senior Leaders


How do you improve senior leadership sales compensation decision-making? The answer is education. Learn how to conduct a sales compensation briefing for your senior leadership team that expands their sales compensation competency and helps them make better choices for their sales teams. Examine how you can present critical information about the company's practices in a non-critical manner. Benefit from having more informed decisions using better constructs and principles. David Cichelli is a senior vice president with The Alexander Group Inc., a revenue growth consulting firm. He helps clients redefine and deploy go-to-customer solutions to ensure optimal revenue performance. Widely recognized by national professional associations and trade publications for his work in linking sales compensation to management objectives, Cichelli is a frequent speaker on sales compensation topics. His most recent publication is the "2020 Sales Compensation Almanac," published by AGI Press




  3:30PM-4:00PM

Break




  4:00PM-5:00PM

Decoding Incentives at a Blockchain Company


ConsenSys, a blockchain technology company based in Brooklyn, brought its powerful strategic and operations mindset to create an incentive solution that complements its agile, democratic culture. By emphasizing principles such as the power of recognition and consideration of each employee's work/life stage, ConsenSys created an incentive solution it uses to differentiate the company as it competes for top talent. Are there different issues when designing incentive programs for start-ups as compared to more established enterprises? If so, what are they? Hear directly from ConsenSys and gain perspective from its outside sales compensation expert.



How Artificial Intelligence Helps Drive Value and Improvement in Cisco's Sales Operations


In today's lightning-speed go-to-market environment, predictability in sales incentives is becoming increasingly important. How does a company stay ahead of a rapidly evolving business landscape, while delivering operational efficiency and an optimal salesperson experience? Most importantly, how do we ensure that sales teams trust the process? Thankfully, data science and associated technologies are accessible to sales incentive professionals to help them navigate, and communicate, complex compensation plan designs. In this session, we learn how Cisco incorporates data science, machine learning, and artificial intelligence tools into its Compensation Assurance processes, driving unprecedented value and continuous improvement. Prasad Varahabhatla is Global Service Owner, Sales Incentive Central Operations for Cisco, which includes approximately 16,000 sales professionals. With ten years in sales incentives, he brings a keen understanding of Sales Incentive Strategy & Operations and the opportunities for improvement that exist for practitioners with intent.



How Syngenta Seeds connected Sales Planning and Goal Setting to a Daily-Changing Supply


Brought to you by Voiant

In any given year, Syngenta Seeds adapts to environmental factors, agricultural innovation and evolving customer forecasts that play a role in the availability of its products for sales planning. So they set out on a journey to connect a daily-changing supply to customer demand, and provide the sales team and leadership one place where all of their sales planning activities can occur.

Syngenta Seeds chose business partners Voiant and Anaplan to connect the business processes of managed supply variation and adaptive customer demand. With the ability to adjust and plan at both ends down to an account level, they created realistic sales goals and forecasts while keeping source data systems in-tact.

In this roundtable, Syngenta and Voiant will share the waypoints and overcome pitfalls that made their connected sales planning a reality.



Mid-Year Plan Adjustments: What to Do When the Goal Posts Move During the Plan Year


Sales compensation plans are usually designed to be effective for a full fiscal year, possibly with the hope that much of the plan design will remain stable for several years. And usually that works. But sometimes it just doesn't. In this session, we'll look at possible challenges and examine the best approaches, highlighting some of the prevalent solutions that may not really help, and going more deeply into the many right answers that can support the business while limiting risk and motivating the salesforce.



Smooth Sailing: How to Navigate Successful Incentive Compensation Management Software Implementation


With so many potential landmines, incentive compensation management implementation can be a challenge for any organization. The stakes are high when you are dealing with employee incomes. Implementing a tool that staff understands and trusts is crucial to successful adoption of a new system. It requires a high level of collaboration across multiple departments. Knowing the correct resources to engage at specific phases, recognizing when to hold your ground and when to adapt, and understanding the impact of your design decisions can ensure your implementation runs smoothly. This practitioner presentation will identify key strategic decisions that can be made early in the implementation to help guarantee a seamless transition to a new platform. Attendees will learn to view their implementation not only from the perspective of calculation but also the end-user experience.




  10:30AM-11:30AM

Compensating Along the Customer Lifecycle


Starting with opportunity identification and qualification, moving to proposing and closing and on to adoption, expansion and renewal, the sales roles and motions involved vary significantly. This session will explore the types of compensation required along the way and the need for well-defined duties and handoffs between the various types.



Driving Sales and Service by Overhauling Incentives at Avis


Avis Budget Group, a premier global travel service provider, successfully overhauled its incentive compensation plan for 2,500 non-exempt employees. This session will map their journey to redesign the incentive offerings for the front-line representatives who deliver excellent customer service and drive revenue through the sale of ancillary products. The discussion starts at the very beginning, when it was identified that legacy plans and systems were a barrier business goal. Hear about how a simplified plan design paired with the right leadership, plan design, sequencing, tools, and messaging helped contribute to a successful change management outcome. And hear about the exciting (and immediate) results featuring improved sales, customer feedback and employee engagement.



How PayPal Monitors Sales Compensation Risk Indicators


The stakes in sales compensation are high. A well-designed program is the fuel to accelerate business growth. And a plan that motivates the wrong behaviors can have serious consequences that damage company reputation and financial standing. Is your company at risk of the latter? How would you know? In this joint practitioner/consultant presentation, you will learn how PayPal balances the often-competing sales compensation objectives " to accelerate business results, deliver a customer-centric experience and mitigate conduct, financial and reputational risk." Together, we will explore key elements of the risk evaluation framework: policies, procedures, governance and controls. You leave with a practical solution, and an understanding of how to develop and use a key risk indicator dashboard to monitor and improve plans overall performance.



More time back? Better data? Faster decisions? YES!


Brought to you by IBM

What if you could drive more revenue and reduce administrative costs simply by giving time back? What if we told you that most sales people do not trust that their incentive compensation is accurate? And sales compensation administrators report spending the greatest amount of their time each day managing inquiries and resolving discrepancies to disgruntled and mistrusting sales reps? What if removing this friction from the compensation administration process propelled revenue, productivity and increased the satisfaction and motivation of your teams?

Come with us as we explore the latest findings from research on Incentive Compensation and Sales Performance Reporting Practices, sponsored by IBM and OpenSymmetry and conducted by the Sales Management Association. This engaging hands-on interactive session continues with SalesGlobe where you learn how Sales Design Thinking can be leveraged to solve your biggest sales challenges.

And then see how, with cutting edge solutions in Data Discovery, Ask Watson, and thinking differently about your biggest sales challenges, you can gain the insights that lead to better, faster decisions that drive results, grow revenue...and give time back to your team.



The Key to Sales Productivity Is in the Middle


Boosting the performance in the core of the sales force and tying rewards to that performance represents the best opportunity to raise overall salesforce productivity. The single greatest point of leverage in driving salesforce productivity is to map the behaviors, competencies, and activities of the top 20% of performers and replicate those in the middle percentile of the salesforce. Given the greater numbers in the core middle, a 5% productivity improvement will yield 50% more revenue than a similar 5% improvement in high performer productivity. This session will help you utilize this strategy.




  11:45AM-12:45PM

Speed Mentoring -- Careers and Growth in the Sales Comp Profession


Just getting your feet wet in sales comp? Join a group of top industry leaders who will provide their honest perspectives, personal experiences and innovative ideas to help you achieve your goals. This session is for emerging practitioners to allow for a fulfilling experience that aligns with your career path. Our experts have "been there, done that," so bring your questions and benefit from the wisdom of experience.




  1:00PM-2:00PM

Speed Mentoring -- Tackle Your Most Pressing Business Problems


Crowdsource solutions with in-the-moment knowledge. Have specific business challenges that seem insurmountable? Join a group of top industry leaders who will provide their perspectives, proven success stories, and innovative ideas. This session is for seasoned practitioners who want to engage with our expert panel and fellow peers who have paved the way in answering those though questions.




  2:30PM-3:30PM

Beyond Commissions and Bonuses: Discover methods of payment other companies are using to incent their sales


Brought to you by WorkCentive Inc.

The WorkCentive team has delivered tailored Incentive Compensation Management solutions to 50+ clients, and has captured an abundance of requirements related to unique payment options. In this session, you will learn about the more distinctive methods of payments as well as twists to conventional bonus and commission options that will help set your ICM apart. These time-tested and industry-agnostic examples will cover best-practice application and potential pitfalls to avoid.



Now You're Speaking My Language: Sales Comp Communications for a Modern Workforce


New Silent Generation (aka Gen Z)? Millennials? Gen X? Baby Boomers? Corporations are concentrating recruiting efforts on fresh college grads, the Gen Zers. And for good reason - this generation makes up 26% of the U.S. population, the largest percentage. From a Sales Compensation perspective, it can be tempting to focus exclusively on this "ripe for the picking" audience because so many of them - recent college grads, especially -- flood the job market each year. However, it is imperative that communication and messaging is tailored to drive maximum mind share from all demographics, not just millennials. As Sales Compensation professionals, we need to be highly aware of the fact that the best-designed plans can be ineffective in influencing behavior if the sales teams do not fully comprehend their incentive plans or know which specific behaviors in the field will help them maximize their earnings. In this session, we will learn about how to build Sales Compensation plan messaging targeting all generations, to drive optimal engagement and enable sales teams to hit the ground running.



Stop Wagging the Dog - What to Do When Compensation is Driving Strategy


Do all your sales strategy decisions (role definition, sales process design, customer coverage, etc.) seem to happen WHILE you are designing compensation plans? Or worse, after plans have been rolled-out? Don't worry! Imminent compensation decisions often drive strategy, even though we know it should be the other way around. While you may never fully stop this from happening, you can make it a much more efficient and productive conversation. Join us to learn some great tactics to wield when strategy decisions are not finalized to help ensure your compensation plans are designed better, rolled-out on time, and your role is ultimately elevated during these discussions.



The Most Effective Way to Present Sales Comp Information to Senior Leaders


How do you improve senior leadership sales compensation decision-making? The answer is education. Learn how to conduct a sales compensation briefing for your senior leadership team that expands their sales compensation competency and helps them make better choices for their sales teams. Examine how you can present critical information about the company's practices in a non-critical manner. Benefit from having more informed decisions using better constructs and principles. David Cichelli is a senior vice president with The Alexander Group Inc., a revenue growth consulting firm. He helps clients redefine and deploy go-to-customer solutions to ensure optimal revenue performance. Widely recognized by national professional associations and trade publications for his work in linking sales compensation to management objectives, Cichelli is a frequent speaker on sales compensation topics. His most recent publication is the "2020 Sales Compensation Almanac," published by AGI Press




  4:00PM-5:00PM

Decoding Incentives at a Blockchain Company


ConsenSys, a blockchain technology company based in Brooklyn, brought its powerful strategic and operations mindset to create an incentive solution that complements its agile, democratic culture. By emphasizing principles such as the power of recognition and consideration of each employee's work/life stage, ConsenSys created an incentive solution it uses to differentiate the company as it competes for top talent. Are there different issues when designing incentive programs for start-ups as compared to more established enterprises? If so, what are they? Hear directly from ConsenSys and gain perspective from its outside sales compensation expert.



How Artificial Intelligence Helps Drive Value and Improvement in Cisco's Sales Operations


In today's lightning-speed go-to-market environment, predictability in sales incentives is becoming increasingly important. How does a company stay ahead of a rapidly evolving business landscape, while delivering operational efficiency and an optimal salesperson experience? Most importantly, how do we ensure that sales teams trust the process? Thankfully, data science and associated technologies are accessible to sales incentive professionals to help them navigate, and communicate, complex compensation plan designs. In this session, we learn how Cisco incorporates data science, machine learning, and artificial intelligence tools into its Compensation Assurance processes, driving unprecedented value and continuous improvement. Prasad Varahabhatla is Global Service Owner, Sales Incentive Central Operations for Cisco, which includes approximately 16,000 sales professionals. With ten years in sales incentives, he brings a keen understanding of Sales Incentive Strategy & Operations and the opportunities for improvement that exist for practitioners with intent.



How Syngenta Seeds connected Sales Planning and Goal Setting to a Daily-Changing Supply


Brought to you by Voiant

In any given year, Syngenta Seeds adapts to environmental factors, agricultural innovation and evolving customer forecasts that play a role in the availability of its products for sales planning. So they set out on a journey to connect a daily-changing supply to customer demand, and provide the sales team and leadership one place where all of their sales planning activities can occur.

Syngenta Seeds chose business partners Voiant and Anaplan to connect the business processes of managed supply variation and adaptive customer demand. With the ability to adjust and plan at both ends down to an account level, they created realistic sales goals and forecasts while keeping source data systems in-tact.

In this roundtable, Syngenta and Voiant will share the waypoints and overcome pitfalls that made their connected sales planning a reality.



Mid-Year Plan Adjustments: What to Do When the Goal Posts Move During the Plan Year


Sales compensation plans are usually designed to be effective for a full fiscal year, possibly with the hope that much of the plan design will remain stable for several years. And usually that works. But sometimes it just doesn't. In this session, we'll look at possible challenges and examine the best approaches, highlighting some of the prevalent solutions that may not really help, and going more deeply into the many right answers that can support the business while limiting risk and motivating the salesforce.



Smooth Sailing: How to Navigate Successful Incentive Compensation Management Software Implementation


With so many potential landmines, incentive compensation management implementation can be a challenge for any organization. The stakes are high when you are dealing with employee incomes. Implementing a tool that staff understands and trusts is crucial to successful adoption of a new system. It requires a high level of collaboration across multiple departments. Knowing the correct resources to engage at specific phases, recognizing when to hold your ground and when to adapt, and understanding the impact of your design decisions can ensure your implementation runs smoothly. This practitioner presentation will identify key strategic decisions that can be made early in the implementation to help guarantee a seamless transition to a new platform. Attendees will learn to view their implementation not only from the perspective of calculation but also the end-user experience.

Wednesday, Aug 21, 2019




  8:30AM-9:30AM

Beyond The Pay Mix: What Makes Salespeople Tick


It's not just commissions. It's not just bonuses. Ask any successful salesperson what motivates them to perform at their highest level. Not surprisingly, it's about so much more than just money. Today's global sales workforce, clamors for the entire worker value proposition, aka Total Rewards. Regardless of industry, what they're selling and or whether they are Gen Z, Millennials, Boomers, etc., they want to feel their work matters, that their needs are being addressed, their benefits are tailored to fit their needs, all within a workplace culture that fulfills them. WorldatWork Chief Operating Officer and global Sales Compensation expert Mihai Popoaca dives into how Total Rewards are being leveraged to meet the broad and diverse needs of today's salesforce.



How the Maturity Model Drives Optimal Sales Performance -- Lessons Learned from Numerator's Journey


Brought to you by Xactly

Historically, organizations have traditionally viewed incentive compensation management (ICM) to drive sales productivity and behaviors to increase revenues. However, with the industry evolving beyond compensation, organizations today also need to plan accurately to hit bookings targets and optimize plans and performance on a continuous basis to consistently set a path for sustained organization performance. Thus, the key question facing businesses today is: What is the ideal maturity model to accomplish optimal sales performance?

During this session, Liann Burggraf, Director of Sales Operations, Numerator will discuss the path with additional market data from Xactly. Learn: 1) The ideal transformation path from incentive compensation path to full SPM, 2) How Numerator embarked on its journey from ICM to SPM and key learnings at each stage and lastly and 3) The business benefits businesses can realize at each stage of the maturity model



Interactive Industry Roundtables: High Tech and Software, Finance and Insurance, and Manufacturing


Are there particular sales compensation challenges that you would like to discuss in detail with peers in businesses much like yours? This session is a chance to do just that in a structured discussion. We will divide into 3 groups, each focused on one of the following industries: High Tech and Software, Finance and Insurance, and Manufacturing, then discuss situations, challenges, and solutions brought forward by the group. Each group discussion will be facilitated in a structured manner by a highly experienced sales compensation consultant to help guide the conversation. Each facilitator has experience helping companies design sales compensation plans in the industry group he or she is leading but will keep the focus on hearing from the participants and making sure they also hear from one another. Please come prepared with questions, challenges, successful solutions, and "heartburn issues." Through an interactive, hands-on discussion, we'll help you reach solutions!



Mediating Sales Compensation Disputes Between Sales, HR, and Finance


Sales compensation is one of those unique disciplines that combines the market knowledge of Sales, the quantitative governance of Finance, and the employee perspective of HR. It can be tempting for one of those functions to go it alone on the design of new plans, given that the working relationships between the three groups are rarely easy. But without those complementary functions, your sales compensation plan could lose the power that makes it one of the most powerful tools to drive revenue growth. The assessment, design, and implementation of new sales compensation plans doesn't have to make everyone miserable. Based on hundreds of cases each year, Aon will present the five most powerful, enduring lessons to get these three functions to work together productively on the new plans.



SPIFFs - Shining Examples and Dire Consequences


How are other companies using SPIFF's? What works? What blows up? 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 is 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. Amanda Cho, WorldatWork Director of Membership, will moderate this event.




  9:30AM-9:45AM

Quick Break & Quick Learning at Networking Lounge


Brought to you by Anaplan (Anaplan Networking Lounge, Grand Court)

The Cure for Sleepless Nights: Where Sales Comp really Falls Apart
Plan design is important, but what jeopardizes sales programs is often the messiness that happens throughout the year: sellers leaving, new products launching, changing strategies. How can we control those things outside our control?



  9:45AM-10:45AM

Channeling Your Inner Partner: How Payfactors Improved Channel Performance Through Incentives and Optimization


Selling through an indirect channel is a crucial component of many go-to-market strategies. However, channel selling is not without its challenges: low visibility into the channel, measurement and management of channel performance, partner mindshare and market share, training, and brand protection can all present friction points. In this session, attendees will come away with: - Ways to minimize friction between direct and indirect channels - Methods of enhancing collaboration between channels and managers - Ideas for selecting, measuring, and incenting partners, including effectively onboarding new partners - Best practices around channel manager role design, including determining the optimal portfolio size - An understanding of how these inputs drive decision making around channel manager incentives - Ways to implement changes within channel relationships



Data Visualization - Beyond Pivot Tables!


Most of us know our sales comp numbers inside and out and could even pull complex data points from Excel in sixty seconds. However, in our rapidly evolving technological landscape, simply knowing your numbers isn't enough. We must not overlook the critical step of building compelling data visualizations to tell a story and guiding business partners in their decision-making. The way your data is presented can be the difference between a leader championing a plan change based on quantitative insights and defaulting back to decisions based on gut feeling. This session is a step-by-step guide to: Getting your data out of Excel and into a visualization tool; Turning your data into insights; Turning those insights into an impactful story. In this session, we'll discuss best practices for data visualization specific to compensation - from a practitioner perspective. We'll cover how to avoid common pitfalls with comp data, and attendees will leave with a starter kit of four simple visualizations ready for implementation at their organization.



Pay Gaps in Your Salesforce? Here's What to Do


From celebrities to politicians to employees at every level, closing the pay gap is the clarion call of our time. Easier said than done, right? As companies face unprecedented pressure to ensure employees are paid fairly, many companies are proactively conducting pay analyses to find the gaps in their workforces. Unfortunately, coming face-to-face with those the gaps can cause paralysis. What can statistics tell us, and how can we use them to develop an action plan that is not only practical but will also guide us to effectively remedy the areas of concern while ensuring legal compliance? More importantly, how do we ensure we are not creating new discrimination when making pay adjustments? In this session, an employment attorney will provide insights, observations and best practices to interpret and act on the results of pay analysis. We will also discuss whether it makes sense to publish statements about your company's pay gap and its remediation strategy.



Quotas! Applying Design Thinking to Solve Your Organization's Biggest Challenge


Sixty-five percent of companies say setting and managing effective quotas is one of their top 3 sales program challenges. Ineffective quota setting can impact the company's ability to hit its business plan and can affect the ability of the sales organization to reach its goals. The consequences are significant: higher turnover, hindered the ability to attract top talent, and lowered the sales organization's motivation. But the elusive challenge of quota setting is not solved with the same time-worn approaches of recent years. , Solving the quota problem requires new thinking to break down the challenge into its components and apply a problem-solving approach that engages the organization. In this session, we will look at the quota problem in a new light - by understanding the story and analytics behind the quota challenge - and apply design thinking to solve it.




  10:45AM-11:00AM

Break




  11:00AM-12:00PM

Closing General Session: The Future of Sales


Shifts in consumer and technology trends are causing a move towards sales being a collaborative vs a 'lone wolf' profession. What does this mean for sales comp professionals? It means rethinking the way success is measured, leveraging data to help determine performance and finding ways to measure partnering and collaboration. AI, automation and robotics are quickly changing how businesses operate and are predicted to continue to transform business within the next few years. Future of work expert Cheryl Cran will discuss, and engage with real-time texting and polling, the skills needed in the sales profession to 'win' in the future including shifting from 'hunter' to partner, the attributes of a future-ready sales team and the mindset shifts needed to go from 'me' to 'we,' as well as provide insights into the power of diversity in driving sales.




  8:30AM-9:30AM

Beyond The Pay Mix: What Makes Salespeople Tick


It's not just commissions. It's not just bonuses. Ask any successful salesperson what motivates them to perform at their highest level. Not surprisingly, it's about so much more than just money. Today's global sales workforce, clamors for the entire worker value proposition, aka Total Rewards. Regardless of industry, what they're selling and or whether they are Gen Z, Millennials, Boomers, etc., they want to feel their work matters, that their needs are being addressed, their benefits are tailored to fit their needs, all within a workplace culture that fulfills them. WorldatWork Chief Operating Officer and global Sales Compensation expert Mihai Popoaca dives into how Total Rewards are being leveraged to meet the broad and diverse needs of today's salesforce.



How the Maturity Model Drives Optimal Sales Performance -- Lessons Learned from Numerator's Journey


Brought to you by Xactly

Historically, organizations have traditionally viewed incentive compensation management (ICM) to drive sales productivity and behaviors to increase revenues. However, with the industry evolving beyond compensation, organizations today also need to plan accurately to hit bookings targets and optimize plans and performance on a continuous basis to consistently set a path for sustained organization performance. Thus, the key question facing businesses today is: What is the ideal maturity model to accomplish optimal sales performance?

During this session, Liann Burggraf, Director of Sales Operations, Numerator will discuss the path with additional market data from Xactly. Learn: 1) The ideal transformation path from incentive compensation path to full SPM, 2) How Numerator embarked on its journey from ICM to SPM and key learnings at each stage and lastly and 3) The business benefits businesses can realize at each stage of the maturity model



Interactive Industry Roundtables: High Tech and Software, Finance and Insurance, and Manufacturing


Are there particular sales compensation challenges that you would like to discuss in detail with peers in businesses much like yours? This session is a chance to do just that in a structured discussion. We will divide into 3 groups, each focused on one of the following industries: High Tech and Software, Finance and Insurance, and Manufacturing, then discuss situations, challenges, and solutions brought forward by the group. Each group discussion will be facilitated in a structured manner by a highly experienced sales compensation consultant to help guide the conversation. Each facilitator has experience helping companies design sales compensation plans in the industry group he or she is leading but will keep the focus on hearing from the participants and making sure they also hear from one another. Please come prepared with questions, challenges, successful solutions, and "heartburn issues." Through an interactive, hands-on discussion, we'll help you reach solutions!



Mediating Sales Compensation Disputes Between Sales, HR, and Finance


Sales compensation is one of those unique disciplines that combines the market knowledge of Sales, the quantitative governance of Finance, and the employee perspective of HR. It can be tempting for one of those functions to go it alone on the design of new plans, given that the working relationships between the three groups are rarely easy. But without those complementary functions, your sales compensation plan could lose the power that makes it one of the most powerful tools to drive revenue growth. The assessment, design, and implementation of new sales compensation plans doesn't have to make everyone miserable. Based on hundreds of cases each year, Aon will present the five most powerful, enduring lessons to get these three functions to work together productively on the new plans.



SPIFFs - Shining Examples and Dire Consequences


How are other companies using SPIFF's? What works? What blows up? 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 is 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. Amanda Cho, WorldatWork Director of Membership, will moderate this event.




  9:45AM-10:45AM

Channeling Your Inner Partner: How Payfactors Improved Channel Performance Through Incentives and Optimization


Selling through an indirect channel is a crucial component of many go-to-market strategies. However, channel selling is not without its challenges: low visibility into the channel, measurement and management of channel performance, partner mindshare and market share, training, and brand protection can all present friction points. In this session, attendees will come away with: - Ways to minimize friction between direct and indirect channels - Methods of enhancing collaboration between channels and managers - Ideas for selecting, measuring, and incenting partners, including effectively onboarding new partners - Best practices around channel manager role design, including determining the optimal portfolio size - An understanding of how these inputs drive decision making around channel manager incentives - Ways to implement changes within channel relationships



Data Visualization - Beyond Pivot Tables!


Most of us know our sales comp numbers inside and out and could even pull complex data points from Excel in sixty seconds. However, in our rapidly evolving technological landscape, simply knowing your numbers isn't enough. We must not overlook the critical step of building compelling data visualizations to tell a story and guiding business partners in their decision-making. The way your data is presented can be the difference between a leader championing a plan change based on quantitative insights and defaulting back to decisions based on gut feeling. This session is a step-by-step guide to: Getting your data out of Excel and into a visualization tool; Turning your data into insights; Turning those insights into an impactful story. In this session, we'll discuss best practices for data visualization specific to compensation - from a practitioner perspective. We'll cover how to avoid common pitfalls with comp data, and attendees will leave with a starter kit of four simple visualizations ready for implementation at their organization.



Pay Gaps in Your Salesforce? Here's What to Do


From celebrities to politicians to employees at every level, closing the pay gap is the clarion call of our time. Easier said than done, right? As companies face unprecedented pressure to ensure employees are paid fairly, many companies are proactively conducting pay analyses to find the gaps in their workforces. Unfortunately, coming face-to-face with those the gaps can cause paralysis. What can statistics tell us, and how can we use them to develop an action plan that is not only practical but will also guide us to effectively remedy the areas of concern while ensuring legal compliance? More importantly, how do we ensure we are not creating new discrimination when making pay adjustments? In this session, an employment attorney will provide insights, observations and best practices to interpret and act on the results of pay analysis. We will also discuss whether it makes sense to publish statements about your company's pay gap and its remediation strategy.



Quotas! Applying Design Thinking to Solve Your Organization's Biggest Challenge


Sixty-five percent of companies say setting and managing effective quotas is one of their top 3 sales program challenges. Ineffective quota setting can impact the company's ability to hit its business plan and can affect the ability of the sales organization to reach its goals. The consequences are significant: higher turnover, hindered the ability to attract top talent, and lowered the sales organization's motivation. But the elusive challenge of quota setting is not solved with the same time-worn approaches of recent years. , Solving the quota problem requires new thinking to break down the challenge into its components and apply a problem-solving approach that engages the organization. In this session, we will look at the quota problem in a new light - by understanding the story and analytics behind the quota challenge - and apply design thinking to solve it.




  11:00AM-12:00PM

Closing General Session: The Future of Sales


Shifts in consumer and technology trends are causing a move towards sales being a collaborative vs a 'lone wolf' profession. What does this mean for sales comp professionals? It means rethinking the way success is measured, leveraging data to help determine performance and finding ways to measure partnering and collaboration. AI, automation and robotics are quickly changing how businesses operate and are predicted to continue to transform business within the next few years. Future of work expert Cheryl Cran will discuss, and engage with real-time texting and polling, the skills needed in the sales profession to 'win' in the future including shifting from 'hunter' to partner, the attributes of a future-ready sales team and the mindset shifts needed to go from 'me' to 'we,' as well as provide insights into the power of diversity in driving sales.

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