Join your fellow CSCP certification candidates and WorldatWork certification staff for a two-hour study session. Enjoy networking with colleagues in this participant-driven preconference study session. 

For more preparation with in-depth coverage of materials needed to aid in successfully obtaining your CSCP certification, consider WorldatWork’s August 2024 Sales Compensation Course Series. 

*Please note: To attend the prep class, you must be registered for the Sales Comp’24 conference and CSCP onsite exam. 

Additional fee and registration required.

A three-hour, 120 question exam covering everything relating to sales incentive compensation—from total cash compensation (TCC) to mix to leverage to performance measures to sales compensation design. Included with your exam fee is the CSCP Exam Virtual Prep Course on Thursday, August 15 from 1:00 PM to 4:00 PM (EST) and CSCP Exam Study Hall on Saturday, August 17 from 3:00 PM to 5:00 PM (PT). Exam results will be made available immediately.  

Plus – NEW for 2024, your Sales Comp Conference registration includes the CSCP Practice Exam A (at no charge) … please see your confirmation e-mail for the CSCP Practice Exam A promotional code and you may take the CSCP Practice Exam A anytime before the Sales Comp Conference. 

Additional fee and registration required.

Get ready to step up to the plate when sales management turns to you for help with their sales compensation program! Whether you're new to sales compensation or a seasoned pro, it's time to revisit the fundamentals. In this 3-hour pre-conference session, dive into basic terms, plan concepts, and frameworks with sales compensation guru Chad Albrecht. Bring your questions and knotty issues for an engaging discussion.

Key Takeaways:

• Master essential sales compensation terms for effective communication and strategy. 
• Explore foundational plan concepts to optimize sales performance. 
• Learn practical strategies for addressing complex sales compensation challenges. 

Sponsored by CaptivateIQ

Sponsored by LINEN Cloud

Join us for an insightful session from industry leaders at T-Mobile and Alteryx as they share their strategies, challenges, and successes in leveraging SPM solutions to drive business excellence. This session promises valuable takeaways for professionals seeking to stay ahead in the dynamic landscape of SPM technology. Delve into invaluable insights drawn from their firsthand experiences of T-Mobile and Alteryx in SPM technology and discover strategies that they have honed over the years, empowering you to emulate their success and sidestep common pitfalls.

Key Takeaways:

• Apply lessons learned from T-Mobile and Alteryx to navigate potential challenges and pitfalls in sales performance management, ensuring smoother success.
• Implement strategies to optimize sales commission spending, ensuring better alignment with organizational objectives and improve cost efficiency.

Sponsored by SAP

Learn how Mission Impossible teaches you the value of good quality data, the importance of data security, how to effectively extract insights and avoid hallucinations, and why not all PR is good PR but why free is best.

Sponsored by Oracle

Learn how Mission Impossible teaches you the value of lowering risk by starting small, creating a memorable first experience, and how to manage complexity as you increasingly take greater risk in order to obtain greater reward.

Sponsored by Oracle

In this immersive, future-focused keynote, Sam Jordan, futurist and consultant at the Future Today Institute, examines the dynamic world of artificial intelligence and its profound impact on organizations across industries in the modern world. Jordan emphasizes that, as AI continues to evolve industries, it is crucial for organizations to understand and embrace its potential, as well as work through the risks and ethical challenges it presents. Drawing upon her own cutting-edge research and insights, she examines the remarkable ways AI technologies are revolutionizing business landscapes, and how leaders and their teams can seize transformative opportunities to stay ahead in today’s rapidly evolving market.

Sponsored by Forma.ai

Your sales-comp plans track the performance of your salespeople—but how do you track how you’re doing? Join us to learn how the leaders of top companies analyze their plans and course-correct throughout the plan year. Panelists will share how they: select focus areas for their reporting package, create relevant reports and charts, and use those tools in their business. Then it’s your turn to weigh in! With ample discussion time, we’ll all learn from each other.

Key Takeaways

• Decide which analyses and data visualizations will create the most value for the business.
• Prepare a reporting package with compelling information that includes interpretation and recommendations for action as needed.
• Use the information gleaned for in-year course correction (rarely) and year-over-year plan improvements (usually).

Join us for an engaging session on Building Aspirational Dashboards. Participate in interactive discussions to understand what truly motivates both sales reps and sales leaders. This session will help you deliver the tools your sales team needs to gain comprehensive sales insights and promote effective behaviors.

Key Takeaways:

• Principles of designing aspirational dashboards that motivate and enhance performance.
• Tailoring dashboards for different sales roles, from individual contributors to senior leaders.
• Key metrics and analytics to include in your dashboards to drive strategic decision-making.
• Combining various data sources to provide a comprehensive view of sales performance.
• Real-life examples of effective dashboards and their impact on motivation and performance.

Sponsored by WorkCentive, Inc.

Effective governance is key to a well-functioning incentives program. So why do so many organizations get it wrong? Get valuable insights from a case study at a Fortune 50 company, where leaders identified the need for better governance, implemented a structure that worked, and realized tangible benefits. Bring your questions and challenges for the speakers and other attendees—and go home with 5 actionable steps you can take to improve governance at your own organization.

Key Takeaways

• Identify what is and isn’t governance, and bust some common myths.
• Realize the benefits you can achieve as a result of improved governance.
• Get tools and frameworks you can leverage, including AI, and implement a robust and lasting governance policy.

Talent acquisition professionals play a valuable—but often overlooked—role in the success of your sales-comp program. Beyond being the first point of contact with external talent, they provide real-time insight into labor-market trends and pay benchmarks. In this short but powerful session, you’ll learn how to leverage these hidden gems in your own organization. After all, if TA can’t pitch your plan effectively, what hope is there for the rest of us?

Key Takeaways

• Understand how to leverage TA to improve sales-comp programs.
• Use recruiters’ feedback as a primary source of labor-market information and competitive intelligence.
• Recognize that the recruiting team's understanding of and ability to pitch the sales comp offering is key to the organization's success.

Join CaptivateIQ CEO and Co-founder Mark Schopmeyer in conversation with the Alexander Group and Tatiana Silverman (Nolan Transportation Group) about the biggest challenges that compensation teams are facing today, as well as industry-wide variable compensation trends, expert insights, and real-life examples of how comp admins are moving ICM from tactical to strategic by better aligning incentives with objectives. 

Key Takeaways 

• Recognize the right tactical + strategic mix to support your team and organizational goals 
• Ensure your program can efficiently scale with your organization 
• Identify which metrics and reports will help you keep a better real-time pulse on program impact in addition to process efficiency 
• Explore how introducing AI into various ICM workflows might help you become more efficient and strategic

Sponsored by CaptivateIQ

Surveys confirm that setting effective sales quotas is one of the biggest, if not THE biggest, challenge that sales organizations face. To work well, quotas need to be both ambitious and attainable. They must strike a balance between market opportunity and sales capacity. This hands-on session will walk you through real-world examples of quota-setting hits and misses, along with the consequences of each. Join compensation experts who have seen it all so you don’t have to!

Key Takeaways

• Understand the most recent trends related to quota-setting practices.
• Engage in best practices in quota-setting.
• Grasp why many companies are dissatisfied with their current quota-setting practices.

About 85% of U.S. firms hide pay-outcome information such as target attainment and earning potential. This practice, known as “compensation shrouding,” can discourage your salesforce and dissuade skilled applicants from joining your team. In this short but impactful session, you’ll learn how sharing pay outcomes can serve everyone—including your organization—and actually lower compensation costs. Get a nuanced understanding of the trade-offs applicants make when considering offers and leave with a plan for moving toward greater transparency.

Key Takeaways

• Understand how pay outcome information influences offer-acceptance decisions.
• Leverage your company’s competitive differentiators to re-frame how applicants perceive your compensation offers and make them more competitive at potentially lower costs.
• Develop a framework for optimizing which compensation information to show to potential applicants.

Come one, come all! Join the circus of sales-compensation integration! Ringmasters Elliot and Paul will showcase the terrifying menagerie of sales operations and compensation beasts that arise when your company acquires another that has its own programs. They’ll show you how to tame the lion of due diligence, integrate systems with the greatest of ease, and engage the right performers to set your own stage for success! You don’t want to miss the big show!

Key Takeaways

• Understand integration options from gentle (“Keep doing what you’re doing”) to firm (“Our way or the highway”) and when each may be appropriate.
• Master the topic areas that will need to be addressed and create strategies for overcoming roadblocks.
• Learn how to lead a major project to integrate a new sales force into your existing sales compensation program.

Are your sellers leaving for better pay and promotions? Are jobs and pay structures outdated? Are you struggling to adhere to equity laws? You’re not alone. Listen in on an enlightening case study of a $35B SaaS company that overhauled their job and pay architecture to spur growth. You’ll learn how they rebuilt jobs, updated their competency model, and recreated a market-aligned pay structure—all using change-management practices to facilitate adoption. Then get tools to transform your own organization!

Key Takeaways

• Understand components and guiding principles of a best-in-class job and pay architecture.
• Adopt effective change-management practices to roll out changes and drive adoption.
• Learn lessons you can apply to your company.

Sales Compensation is one of the key levers of business growth. Which means Sales Compensation professionals should be influential business partners who direct strategic vision. But often, this doesn't happen.

Why? And how can we change that?

Our data-driven session dives into exclusive survey findings to reveal the roadblocks hindering your strategic influence. We'll explore actionable steps and practical insights for Sales Compensation professionals to:

•   Develop Analytical Skills and Business Acumen Necessary for Strategic Impact
•   Overcome Collaboration Hurdles and Become A True Business Leader
•   Transform Your Career From Being A Tactical Player To A Strategic Partner

Sponsored by Everstage

Sponsored by Varicent

Sponsored by LINEN Cloud

Sales Performance Management (SPM) plays a pivotal role in unlocking your revenue team’s potential and improving operational efficiency. Let’s explore how you can incorporate SPM into the revenue transformation ambitions and how clients are transforming their revenue ops.

Sponsored by Argano

Historically, technology has created more opportunities than it has eliminated. Will that hold true with artificial intelligence? Join this thought-provoking exploration of the impact of AI on sales operations and compensation. Get insights into historical trends of work replacement, the current state of AI in sales, and future directions that will combine the strengths of humans and machines. Then you’ll build your own problem-solving capabilities to optimize AI. Don’t miss this important conversation. Your job could depend on it!

Key Takeaways

• Understand the historical context for technology innovation.
• Project where AI may lead for functions and roles in sales and sales compensation.
• Grasp how humans and AI will interact to spur innovation.
• Plan for you future role in sales compensation. 

Engaging salespeople in the design of comp plans can improve effectiveness. Yet almost one in five firms (18%) do not consider it important to gather such input from salespeople, and 38% rely on managers’ opinions as a proxy for sales. In this compelling session, you’ll get relevant benchmark data from 59 large business-to-business sales organizations on current practices. Then learn why it’s critical to expand the voice of the salesperson—and get advice on how to do so smartly.

Key Takeaways

• Understand the benefits of soliciting salespeople’s input into the design of their sales compensation plan.
• Adopt best practice approaches for incorporating the voice of the salesperson.
• Quantify the business impact of incorporating sales’ input into sales-compensation program decisions.

The perfect sales comp strategy for today may not work tomorrow. This overview of employer life cycles will show you how to align your compensation structures with various organizational stages, including start-up, high-growth, and mature. We’ll dig into the details of leveraging pay caps, thresholds, upside opportunity, and more to ensure you succeed as you grow. You’ll learn the signs heralding each new phase, how to adjust as you expand your global footprint, and pitfalls to avoid.

Key Takeaways

• Identify the appropriate sales compensation structure for various growth phases, including start-up, high-growth, moderate-growth, and mature.
• Make a case for a change to the next stage of sales compensation model. • Identify the “watch-outs” at each stage and tactics to mitigate them.
• Understand how different stages impact sales-comp design elements, such as thresholds, upside opportunity, use of caps, pay mix, and pay frequency.

You set your goals, developed your strategies, and even designed a detailed sales comp plan. Yet there’s still a puzzle piece missing. Join this hands-on discussion led by experts from Moody’s about how to genuinely motivate sales professionals and hit the mark on timeliness at every touchpoint. This is your roadmap to creating well-conceived plans that propel your sales to new heights. Join us to unlock the secrets of keeping your team inspired from start to finish.

Key Takeaways

• Comprehend the significance of issuing compensation plans early.
• Recognize and address obstacles in the annual plan-issuance process.
• Develop a structured methodology for the plan that extends from design to delivery.

Designing effective sales comp plans in one location is hard enough. Imagine how challenging it gets when you multiply by a dozen or more countries! In this in-depth session, you’ll gain invaluable insight into cultural, tax, and legal differences affecting sales operations and rewards around the world. Learn from a global expert about the pros and cons of various pay mixes and how artificial intelligence is affecting international processes—and leave with a solid strategy to approach every locale.

Key Takeaways

• Learn how to improve your sales processes around the world.
• Apply reward strategies that achieve the right balance between geographical realities and organizational goals.
• Get better sales and business results by motivating international sales forces.

Introducing a sales comp plan is an extensive process that includes modeling, calibrating, and engaging stakeholders. But before you rock and roll, make sure you also create new performance reporting and update legacy reports—a frequently overlooked step that can make a big difference in terms of how your sales team understands and follows your plan. Don’t miss this practitioner’s-eye-view on how to roll out your plan effectively based on lessons learned across many sales organizations.

Key Takeaways

• Create new performance reporting and dashboards.
• Update legacy reports before the new plan rolls out.
• Prepare the sales force for the new plan.

Join Varicent, SBI’s Eric Estrella, and sales compensation expert, John Waldron from Pepsi as they explore where and how to build more connectivity and efficiencies across territories, quotas, and sales compensation programs. A more unified approach is no longer a “nice to have” or “future state”, it’s essential to maximizing sales investments and keeping up with evolving market dynamics. Discover, through real and research backed insights how to reengineer your sales performance management processes to better align sales strategies with business goals, increase productivity, and improve revenue outcomes. This session will equip you with practical takeaways for building plans that deliver more predictable, more resilient revenue.

Sponsored by Varicent

In this real-scenarios-based session, we'll dive into the art and science of effective sales planning. Learn how to develop equitable territory and quota plans that are achievable and motivating, craft efficient go-to-market workflows, and navigate common pitfalls with ease. You’ll walk away with tips for tackling sales force attrition and creating stable and satisfied sales teams. And you’ll gain a clear understanding of how robust sales planning and operations can help you to confidently meet your revenue targets.

Key Takeaways

• Develop and implement equitable territory and quota plans.
• Craft and execute efficient go-to-market workflows.
• Reduce sales force attrition through strategic planning.

Get the latest research-based insights from a seasoned compensation consultant who has studied the market for 30 years. You’ll discover the links between specific structural and strategic factors and the cost of a sales organization. Bottom line: No one is spending what they should on sales. You don’t want to miss this information-packed session, where you’ll learn just as much from the outliers that venture far off the conventional blueprint as you do from organizations that follow more traditional paths.

Key Takeaways

• Understand Compensation Cost of Sales (CCOS) and how to evaluate it at your company.
• Decide whether to adjust the sales investment in your organization.
• Approach the CSO and CFO for a conversation about investing in sales.

Join an engaging conversation with our expert panel as they dive into the nuanced world of sales planning across industries. Compensation leaders from ServiceNow,  Edward Jones, and PepsiCo will shed light on the strategies that helped them succeed, including precise target-setting, making appropriate design changes, and streamlining communications. Then it’s your turn! Come with your questions and challenges and ask the panelists. Regardless of your organization size and type, this session promises actionable takeaways and vital networking for all.

Key Takeaways

• Ensure precise quota and target-setting.
• Model plan-design changes.
• Streamline communications and processing to meet the fiscal year.

Over $1 trillion is allocated toward paying salespeople in North America every year, with decisions around it often driven by gut feel rather than hard data. This practice of "guesstimating," considering the stakes, is both risky and costly. Now is the time to shift towards a more data science-driven approach to Sales Performance Management. This session will introduce you to an approach that you can implement today, a powerful statistical model to add to your team's arsenal – the Monte-Carlo Simulation.

The Monte-Carlo Simulation helps you model the probability of different outcomes in a process that cannot easily be predicted. This session will provide an overview of the model, and unpack an actionable strategy using Monte-Carlo simulations to enhance decision-making and turbocharge your revenue.

You Will Learn:

• Introduction to Monte-Carlo Simulations: What is Monte-Carlo simulation analysis, and why is it essential for your sales comp toolkit?
• Application in Sales Compensation: Discover how Monte-Carlo simulations can help create more accurate budgets and forecasts in sales compensation.
• Building Your Simulation Model: Guidance on constructing a Monte-Carlo simulation for sales compensation budgeting.
• Benefits of Precision: Learn how enhanced budget accuracy can provide more flexibility in plan design and boost confidence in your decisions.

By joining, you will be well on your way to having the necessary tools to adopt a robust, data-centric approach to managing your sales compensation.

Sponsored by Forma.ai

Sponsored by SAP

"Leveraging Reporting Design for Measurable Impact" offers an immersive exploration into the strategic fusion of color theory, typography, and psychology in the realm of sales compensation reporting. This session underscores the critical importance of design choices—not merely as aesthetics but as powerful tools for emotional engagement, clarity of communication, and influencing decision-making. Whether you're a seasoned designer or new to the field, you'll gain a deeper appreciation for the symbiotic relationship between design and psychology, empowering you to transform your reports from merely informative to truly transformative.

Key Takeaways

• Participants will be able to strategically apply color theory and typography to create sales compensation data reports that captivate and emotionally engage their audience.
• Participants will be able to utilize design principles to improve the clarity and effectiveness of their communication, ensuring that complex data is presented in an accessible and understandable manner.
• Participants will be able to integrate psychological insights into their design processes, enabling them to influence decision-making and drive desired outcomes through thoughtfully crafted reports.

Sponsored by Blue Horizons Group

Employees who interact with customers help drive sales, so your call center should be included in your incentive plan, right? Not so fast! The call center’s impact on sales can vary widely and be easily misunderstood. If you don’t think through the details, you could wind up with unhappy customers and lower sales results. Join this hands-on session to learn how to define roles clearly and create the right eligibility criteria to motivate plan participants and maximize results.

Key Takeaways

• Clearly define the difference between “inside sales” “inbound sales,” and “customer service” roles.
• Understand that not all roles fit “sales incentives,” but “variable incentives” can still be powerful and when to use each.
• Apply eligibility frameworks, capture and summarize role focus, and determine the right sales incentive plan to drive top results.

When sales plans don’t operate effectively, it is often because they were built based on one of the 7 sales-compensation falsehoods. Consider these examples: Sales compensation costs are variable, sales compensation is an HR program, fewer sales compensation plans are best, and salespeople are coin-operated. Sound familiar? If so, join this illuminating session to learn how to identify—and correct—the erroneous assumptions at your company that could be undermining your results.

Key Takeaways

• Identify sales-compensation falsehoods.
• Understand the impact of the falsehoods.
• Suggest how to eliminate poor practices at you company.
• Gain confidence and ensure adoption of best practices.

Sponsored by Canidium

Powered by RevenueShift

Breakfast Sponsored by LINEN Cloud

Do you have a question or idea you want to explore with your Sales Comp community? Mini Mastermind Roundtable Discussions are facilitated conversations that honor the experience and expertise already in the room. 

Roundtable discussions are intimate - participation is open to all, but requires pre-registration -  and highly participatory. Be prepared to share and build connections with your fellow attendees led by a facilitator. 

Specific topics will be available in early August. We anticipate having 8-10 different topics.

We all recognize the vital role incentive programs play in aligning seller performance with business goals. However, how these programs get communicated – via massive legal documents, dated, disconnected, often late reports, and untraceable payments – hinders the effectiveness of sales compensation programs. In this active roundtable, we’ll discuss and vote on top communication and engagement issues standing in the way of motivating seller performance and have lively, roundtable debates on how we can improve these processes. As a group, we’ll explore innovative ways to build clearer paths and a more engaging journey to drive seller success across your teams. Leave this session armed with actionable insights to improving the initial and ongoing communication and impact of your sales comp programs.

Hosted by Varicent

Close out your last conference day with a meaningful discussion on how to apply your conference learnings to progress and advance your incentive compensation projects when you return home. Whether you’re starting an incentive compensation project from scratch or trying to increase your budget for more support, cross-team buy-in is critical. Join Oracle and SalesDrive Technologies for a roundtable discussion with your peers to progress your incentive compensation initiatives.

Learn how to:

• Showcase the benefits of incentive compensation projects for the entire organization.
• Build cross-team buy-in for a cloud-based incentive compensation project.
• Build right-sized project phases to secure more budget.
• Deliver greater time-to-value out of your incentive compensation initiatives.

After two days of intelligent insights and structured learning, it's time to shift gears. This final session of Sales Comp’24 puts you, the participants, at the center of the experience. You'll have the chance to shape the agenda, engage in spontaneous discussions, and collaborate with peers.

In this highly interactive session facilitated by a WorldatWork team member, you will:

• Set the Agenda: Start by proposing topics that matter most to you based on what you have heard and discussed during the preceding two days.
• Engage in Open Dialogues: Participate in informal, peer-led discussions that encourage knowledge sharing and innovative thinking. Exchange insights with fellow experts who are facing similar challenges. You’ll leave the conference with actionable plans to implement what you’ve learned fueled by connections that will continue once you head back to your day-to-day.
• Collaborate and Network: Work together in small groups to brainstorm solutions, develop new strategies, and create actionable plans. Build connections with like-minded professionals who can offer valuable perspectives and support.

This unconference session is your opportunity to break away from the traditional conference mold and engage in a collaborative, participant-driven experience, and is the perfect opportunity to synthesize all you have learned. Come prepared to contribute, learn, and be inspired by the collective expertise of your Sales Comp’24 peers.

Session Structure:

1. Review Structure: Understand the format and objectives of the unconference.
2. Propose and Select Topics: Attendees propose topics based on their interests and needs, then select which ones to discuss. Topics can be anything from the official conference agenda or extensions of discussions from previous sessions.
3. Open Discussions: Engage in open, fluid discussions around the room. Attendees can move freely between topics, allowing for diverse input and collaboration.
4. Second Round of Discussions: Repeat the topic selection and discussion process to explore additional areas of interest.
5. Synthesize and Plan Next Steps: Reconvene to share insights from the discussions and outline actionable steps for implementing new ideas and strategies.

The goal of this unconference workshop is to empower you to choose what to discuss and with whom in a guided yet flexible manner. This is your chance to shape your own learning experience and leave Sales Comp’24 with concrete plans and new professional relationships.