Short-term incentives can be powerful tools for motivating and rewarding people in your organization. However, not everyone should be eligible for them—and not everyone wants to be! Join this session to learn optimal criteria for determining effective incentives for employees in various roles and situations. Go beyond the basics  of “customer facing or not” to make better decisions around incentives eligibility for your organization!

Sales performance management (SPM) is not for the faint of heart.  It’s one of the most complex system implementations, requiring alignment of disparate data sources from Sales, HR and Finance to conduct calculations at 99.9% accuracy.  In this session, you’ll learn from key experiences gleaned over more than a decade by leaders at the Frito-Lay division of PepsiCo. You’ll leave empowered to replicate PepsiCo’s success, while avoiding mistakes that often cause delays or implementation failure.

If your organization has ever overspent on sales commissions or underperformed on quotas, this session is for you. Learn how sales compensation leaders at Dell addressed their sales issues by improving their compensation operations and analytics, creating shared responsibilities and developing integrated quota management that combined artificial intelligence and human expertise. Participants can share their own experiences through an interactive discussion, and you’ll walk away with new solution options for your unique challenges.

Knowing the facts about sales comp is not the same as understanding how to apply the right methodology for solving specific problems. To become truly impactful in your role, you must be able to do both skillfully. In this engaging session, you’ll gain access to a robust toolkit of methodologies and learn to apply problem-solving logic and analytics that will take you to the next level of sales comp success. You’ll come away knowing how to diagnose problems and create logic-driven solutions for success.

The human body has its own system for providing “Rewards,” namely in the form of releasing the chemical dopamine to create satisfaction after we achieve something. Many salespeople get a dose of it from connecting with customers or receiving commission checks. But researchers at the National Institutes of Health recently concluded that the pandemic rewired people’s brains to respond to rewards differently. Engage in this fascinating discussion about how we might change sales incentive to adapt to this new reality.

Whether overt or unconscious, our biases can have real effects that damage employees’ morale, spur inequities and introduce legal risks. Join the discussion and get tools you need to ensure your sales-comp program is designed fairly. In this interactive session, you’ll appraise your program across the aspects of target setting, territorial opportunity, plan design, pay practices, job documentation and governance. You’ll be thinking through your assessment during the session and engage with other participants to help each other learn from experiences shared. 

Regularly reviewing your sales compensation plan (SCP) can improve performance, deliver better sales results and drive desirable sales behaviors. Join us for a hands-on session about how to perform an effective SCP audit, including assessing the link between sales performance and payout. Through real-time polling and audience engagement the presenter will guide assessing criteria you can use to drive better results for your organization. You won’t get this kind of on-the-spot analysis anywhere else!  

You’ve meticulously mapped out your sales strategies, set your goals and developed a precise sales-comp formula to drive outcomes. What could go wrong? In one word, everything. Sales compensation is unpredictable because sales are unpredictable—because the world is unpredictable. While we can’t prevent supply chain issues, a pandemic or global financial crises, we can adopt a smart, flexible mindset to mitigate the risks they create. Everyone will benefit from this interactive, insightful session about how to “future-proof” your sales strategy for success.  

Consumption-based pricing, which allows customers to pay only for what they use, is on the rise in many sectors. Under this model, a contract is a commitment to a rate, possibly with minimum volumes. But you can’t discern what was “sold” until usage scales—or doesn’t. So how do you decide when salespeople get paid, and for what? In this participative session, consultant and practitioner facilitators will share their experiences and engage the audience about what currently works, what doesn’t work and possibly uncover new paths forward. Join the conversation and leave invigorated with innovative ideas!

Accurate quotas are important tools for maintaining the integrity of your sales compensation plans. But to be effective, they must also be fair. That means setting lower quotas for territories with less sales potential, for example. This practical session will show you how to incorporate third-party data to create quotas that are equitable  and credible. You’ll learn to use historical data to test your model and adjust the parameters before setting quotas.

If you believe the stereotype that all salespeople are “coin operated,” your sales performance strategy may be falling short. While compensation sometimes improves productivity, in other instances the answer calls for additional tools. In this session, you’ll learn a more nuanced—and effective—approach to managing your sales performance platform, along with tips for educating stakeholders on the optimal application of sales compensation. You’ll leave with a better sense of how to approach this complex issue in your own organization.

You've got the software. You’ve got the sales analytics. You’ve even got some snazzy visuals. But you may be missing one critical thing: impact! Too often, our data analysis fails to adequately convey a problem or highlight a solution. It’s time to put your data to work for you! Join us in this practical session, where you’ll learn how to  create data visualizations that drive decision-making and elevate outcomes for optimal impact.

To succeed with analytics, you don’t need technical knowledge so much as you need to understand how to ask the right questions. With fun stories, examples and a well-told joke or two, these presenters provide the framework you need to solve important problems using data analytics and artificial intelligence. You’ll learn the value of an “evidence-driven” approach and how to apply predictive analytics to make better sales decisions. 

The workplace is changing at lightning speed, but sales incentives haven’t kept pace. Most organizations overengineer their incentive design, leading to costly approaches that don’t align pay and performance. Join us to learn about the “fast incentives” many sales leaders are implementing to create more agile links between performance and rewards. This session will cover the shortfalls of traditional compensation design and highlight a better—and quicker—solution, so you can hit the ground running when you return to work.

On average, women workers earn less than men—a pay gap that persists across most industries. Yet little is known about equity in sales, despite rising awareness of its importance. Take steps towards fostering a fairer salesforce by learning about research that examines gender disparities in representation and earnings.. Delve into a dataset with more than 90,000 salespeople across 228 firms from 39 countries and 16 industries. You’ll come away knowing more about the ramifications of these gaps—and how to close them.

Companies are offering longer caregiving leave—including maternity and paternity leave—than they did in the past, and more employees are using it.It’s critical for sales comp professionals to understand how to account for these leaves of absence (LOAs) in their sales compensation plans. Join this session led by Aon for an up-to-date overview of best practices along with insights from a recent survey assessing how 500 companies structured their programs to incorporate LOAs.

Only about 50% of companies report that ROI goals are met by Sales Performance Management (SPM) solutions. Do you have an effective strategy to ensure return on your SPM investment? Join this panel of successful practitioners who have realized true SPM value. Together, we’ll explore internal resource management, deployment strategies, testing and solution rollout, implementation best practices and post-deployment efforts to drive enhanced SPM value and ROI. Ask questions, gain insights and receive a full copy of our 2023 SPM research report. 

Debate the advantages of adopting a seller-centered approach to reward program evaluation as a unique method to rethink traditions that are no longer effective. By understanding how people make trade-offs we can identify ‘optimal’ rewards – a plan that delivers more value to the seller while cost neutral to the company. Facilitators will engage a mock working session to explore what sellers need under the new way of working and reimagine how sellers can be rewarded.

We’ve all encountered salespeople who game the incentive system: they find loopholes to boost their own pay while undermining their employer’s goals. In this interesting and practical session, you’ll learn to think like a gamer so you can anticipate their moves—and beat them at their own game. The presenters will provide an overview of gaming tactics derived from interviews with 40 leaders in sales and sales ops. You’ll get tips for spotting and fixing holes in your own plan. Game over!

Standard commission and bonus-comp designs are not always effective at supporting the complex market strategies that sales teams are asked to drive. In this session, you’ll hear about a clever approach used by the Dutch information services company Wolters Kluwer, which integrated the design of immediate, short-term bonuses (or SPIFFs) with carefully crafted MBO (management by objective) goals to increase sales performance. You’ll get tips and tricks for focusing your sales team along with creative ideas for SPIFF/MBO applications.