Canidium will showcase customer success stories demonstrating how managed services drive lasting success and unlock the full potential of ICM platforms. Key clients will share their experiences and the value gained with a focus on continuous improvement and centers of excellence.
Key Takeaways:
We'll present use cases featuring ICM optimization, innovative solutions, and actionable strategies to enhance the customer journey and drive business value.
Brought to you by: Canidium
United Airlines partnered with Oracle Consulting to modernize its compensation system using Oracle CX Incentive Compensation Cloud. This session highlights how United automated manual workflows, streamlined third-party agency payments, and improved data accuracy by migrating transaction data. They successfully automated their compensation processes, enhanced analytics, and strengthened their risk management to set them apart from their competitors. Join us to learn how United Airlines achieved operational efficiency, paving the way for future growth and innovation in compensation management with the help of Oracle Consulting.
Key Takeaways
- Learn how to automate processes to enhance efficiency and accuracy to cut manual tasks, reduce errors, and lower costs.
- Explore how to leverage data to for strategic flexibility and optimize cost management.
- Implement Best Practices for Data Integrity to ensure long-term accuracy and reliable decision-making.
Brought to you by: Oracle
Sponsored by: LINEN Cloud
Join Erin Mayer, a litigation attorney with expertise in defending (and preventing) lawsuits filed by sales employees for a session designed to help you understand common pitfalls in sales compensation practices.
Erin will highlight actions that many sales organizations believe protect them but, in reality, may increase their risk of legal action. They will provide high-level insights into how to avoid these mistakes and keep your sales compensation plans legally sound.
Key Takeaways
- Learn why a written, enforceable sales compensation agreement is essential for protecting your organization.
- Identify the top 8 legal red flags when creating or implementing sales comp plans.
- Gain practical tips for drafting, reviewing, and communicating plan terms to stay compliant and avoid disputes.
Managing sales compensation at a global organization is no small feat. Between thousands of sellers, regional plan variations, local regulatory requirements, teams with diverse skillsets to lead, and so much more, sales comp leaders must balance strategic impact with operational efficiency. Ensuring compliance and fairness, driving adoption of new plans, and leveraging data to optimize performance are all critical – but incredibly complex – tasks.
This panel brings together experts in sales compensation to share how they tackle these challenges at some of the world’s most sophisticated organizations. You’ll hear from sales compensation leaders at Siemens, Databricks, and Autodesk, along with Forma.ai’s CEO, as they discuss best practices for structuring and scaling comp teams, handling global complexity, and using technology and analytics to maximize sales impact.
Brought to you by: Forma.AI
Usage-based pricing is set to become the standard for AI solutions, transforming how companies structure sales compensation. Shifting from traditional contract-based models presents challenges, but also opportunities to drive alignment and success. In this session, you’ll gain insights from three key perspectives:
- Best practices for compensating sellers on usage-based models
- A real-world case study demonstrating these principles in action
- Peer knowledge sharing to refine strategies and uncover new approaches
Key Takeaways
- Learn the fundamentals of building effective usage-based compensation plans
- See real-world examples of these plans in action
- Gain new ideas and insights from peer experiences
Traditionally, sales compensation plans are reviewed and updated on an annual basis. However, the rapid pace of change in customer markets and product availability—driven by factors such as public policy shifts, tariffs, cultural dynamics, talent availability, and economic fluctuations—demands a more agile approach. Leadership must be prepared to respond to requests for updates not only within the current plan cycle but also for future periods.
This session will feature insights from experienced sales compensation leaders on the critical importance of establishing a widely understood governance policy. Such a policy serves as a guiding framework to navigate the evolving business landscape, ensuring that sales incentive plan design and execution remain effective. Gain actionable strategies and real-world examples on how to adapt your sales compensation plan to thrive amidst continuous change.
Key Takeaways
- Understand three key reasons governance is critical for timely adjustments to a sales compensation plan
- Learn guiding principles for writing a governance policy for sales compensation
- Identify the primary sections to include in a Sales Governance Policy
More than 50% of incentive compensation professionals aren’t yet leveraging AI in their work or personal lives—yet AI is already transforming how organizations make decisions, drive efficiency, and optimize performance. While concerns about job displacement are common, the real risk lies in being left behind by not adopting this technology. Professionals who embrace AI are more productive, better equipped to analyze complex data, and positioned as indispensable contributors to their organizations.
Key Takeaways:
- Build a compelling case for integrating AI into your work.
- Navigate common barriers to AI adoption within your organization.
- Identify practical, easy-to-implement AI tools to boost productivity and efficiency today.
- See real examples of AI at work to augment the work you do today
Whether you’re just beginning to explore AI or looking to deepen its application in your daily work, you’ll leave this session with actionable strategies to future-proof your role and stay ahead of this rapidly evolving landscape.
What if compensation were based on the value individuals create? How would you evaluate performance, contribution, and impact? And how would you compare different roles?
This session explores a thought-provoking, non-traditional approach to compensating employees. A framework for determining value will be proposed, with specific examples and points of comparison provided. To bring the concept to life, a range of professions will be examined through this model, and the audience will be invited to rank them.
For HR, the focus shifts to viewing individuals as raw materials, with the roles they perform as byproducts. The higher the economic value of a role, the more compensation it would command. If many people can fill a role, its price sensitivity would be low.
Much like a TED talk, this session challenges conventional thinking and sparks lively discussion. Audience participation will be encouraged throughout, allowing attendees to both agree with and challenge the ideas presented.
Key Takeaways
- Explore alternative models to traditional job evaluation and pay range establishment
- Learn how to assess economic value and price sensitivity in compensation
- Compare and contrast traditional versus non-traditional methodologies for job evaluation and pay setting
What happens when a sales compensation process starts slowing down the business? For Arrow Electronics, it meant missed deadlines, claw backs, and a lot of frustration. In this 20-minute fireside chat, hear how their team turned things around using Oracle Incentive Compensation. From cleaning up manual processes to making payouts faster and more accurate, this is a real story with real results. If your compensation process feels more like a fire drill than a system, don't miss this session. You'll walk away with practical ideas you can use right away and learn about Arrow:
- How We Automated Sales Compensation to Drive Better Behavior: Discover the concrete steps Arrow took to replace manual effort with automated precision—making payouts timelier, plans more transparent, and sales teams more motivated and aligned.
- What We’d Do Differently Next Time: Get candid insights on the bumps along the way: what worked, what didn’t, and what Arrow wishes they’d known before starting their journey.
- Where We’re Going Next with AI: Hear how Arrow is now exploring generative AI and intelligent agents—to further streamline plan creation, automate complex reporting, minimize disputes, and build a future-ready compensation strategy.
Brought to you by: Oracle
Power up your lunch break with a hands-on masterclass that reveals how AI transforms sales compensation, both in your existing spreadsheets and within leading ICM platforms.
You’ll explore real-life use cases, see live tool demos you can pilot today, and get a high-level blueprint for AI in ICM. You’ll also learn how to cut out tedious tasks, freeing your team for strategic work. You’ll walk away with a clear cost-benefit guide and a personalized 30-day action plan to ensure you’re the first in your organization to harness AI for error-free, high-impact comp programs.
Key takeaways:
- Dual-track AI roadmap: Begin with self-service AI through custom GPTs and assistants while equipping your ICM platform for future real-time calculations, anomaly detection and automatic plan updates.
- Plug-and-play AI toolkit: Deploy seven ready-to-use tools, including an AI-powered plan-design assistant, historical-analysis GPT, policy-adherence check GPT and much more, without any platform integration.
- Rep enablement, productivity and communication: AI-driven workflows which give sellers instant plan insights, in-Slack research agents, and an intelligent policy coach. Reps spend less time hunting for information and more time selling.
Brought to you by: Everstage
SPIFs—Good or Bad? This session explores the pros and cons of short-term sales incentives and introduces an innovative tool: the SPIF Success Scorecard. We’ll draw parallels between SPIFs and everyday incentives like flash sales and loss leaders, highlighting how these tactics can drive short-term gains but also come with risks such as overpayment and misaligned focus.
At the heart of the discussion is the SPIF Success Scorecard—a five-dimensional framework designed to evaluate SPIF effectiveness across five key metrics: short-term impact, focus, self-funding/positive ROI, rarity, and simplicity and clarity.
This tool helps organizations model the desired outcomes, set appropriate incentive rates, and ensure SPIFs deliver measurable, cost-effective benefits without diverting attention from core sales activities.
By showcasing this tool, the session offers a strategic approach to designing SPIFs that work, ensuring they maximize value while minimizing potential pitfalls.
Key Takeaways
- Learn how to use the SPIF Success Scorecard to evaluate effectiveness and align incentives with strategic goals.
- Design purposeful, measurable SPIFs by focusing on outcomes, ROI, and sales alignment.
- Avoid SPIF fatigue with smart structures and targeted use to maximize impact and minimize waste.
Traditional sales KPIs may be easy to track, but do they really capture what drives revenue? Just as Moneyball reshaped baseball by questioning long-held assumptions, today’s revenue leaders must redefine the metrics they rely on to measure business health. With more data and AI-driven tools than ever before, there’s never been a better time to take control of your sales go-to-market strategy.
This session isn’t just a discussion; it’s a hands-on workshop designed to challenge your assumptions and sharpen your thinking. Join ServiceNow, Siemens, and Varicent as we unpack which KPIs matter most, where traditional metrics fall short, and how compensation measurement must evolve. Expect a fast-paced, interactive format. Bring your insights, get your thinking caps on, and come ready with pen and paper. You’ll leave with fresh ideas, new frameworks, and practical takeaways to help you rethink how revenue performance is defined and designed.
Key Takeaways
- Identify overlooked leading indicators that might better predict revenue.
- Debate which legacy or “vanity” metrics should be retired—and what data-driven measures to adopt.
- Apply workshop frameworks to modernize your KPI and incentive stack immediately.
Brought to you by: Varicent
Sales compensation plans are designed to deliver numerous benefits, but when they multiply without control, they lead to complexity, inefficiency, and misalignment. In this session, we’ll explore a real-world transformation at JLL, where they cataloged, analyzed, and consolidated seller incentive plans across North America. This process uncovered duplicative structures, governance gaps, and misaligned performance thresholds.
By using an interactive dashboard to visualize these findings, JLL laid the groundwork for a global initiative aimed at streamlining incentives, reducing administrative burden and implementation costs, and strengthening strategic alignment.
Key Takeaways
- Identify common pitfalls in incentive design and governance
- Build the business case for rationalization, focusing on ROI, cost savings, and improved effectiveness
- Learn how to assess and document incentive plans effectively
- Gain insights from lessons learned in scaling from regional to global initiatives
Incentive programs often falter, not due to flaws in the compensation models, but because the data driving those models is riddled with inaccuracies and inconsistencies. This session delves into how data integrity issues can silently undermine the effectiveness of sales compensation plans and provides actionable strategies to address these hidden challenges.
We’ll explore real-world case studies where improving data—not just tweaking incentive structures—made the most significant difference. Discover how organizations can streamline their processes without the need for costly new systems, by leveraging existing resources, automation, and intelligent incentive management tools.
Join us to rethink your approach to data within your sales compensation strategy and leave equipped with the tools to ensure your incentive programs deliver the results you’re aiming for
Key Takeaways
- Understand how data inconsistencies silently disrupt your incentive programs and hurt sales performance.
- Learn practical tactics for verifying data quality, anomaly detection, and setting up monitoring systems without overhauling your current infrastructure.
- Discover how automation and RPA (Robotic Process Automation) can fix data discrepancies from the source to streamline manual adjustments.
- Equip your organization to handle data preparation and adjustments within your existing incentive systems for better accuracy and analyst satisfaction.
In this session, you’ll gain insight into 7 key sales job factors that may require you to update your sales compensation plans. Discover how growth rate, revenue segment planning, sales processes, role objectives, sales methods, sales channels, and AI all influence the effectiveness of your pay plans.
Before diving into market data and formula design, learn how to ask the right questions of sales leadership to assess the alignment of your sales compensation strategies. These 7 job factors will help you initiate the right conversations and ensure your compensation plans are properly aligned with organizational goals.
Key Takeaways
- Understand how job factors influence sales compensation design
- Improve engagement with senior management through informed strategic conversations
- Transition from a data/formula role to a strategic partner in compensation planning
We all have beliefs, rules of thumb, and benchmarks about pay mix. For example, reps with short cycles tend to have more aggressive pay mixes to motivate them to sell more. Right?
Maybe not.
In this session, we’ll explore the critical distinction between pay mix and actual at-risk pay. You’ll learn how to analyze your own plan designs and identify opportunities to drive better alignment with your sales roles, ensuring more effective compensation strategies.
Key Takeaways
- Challenge conventional rules of thumb about pay mix
- Analyze your actual at-risk pay and compare it to your designed pay mix
- Gain practical strategies to improve alignment between sales roles and at-risk pay
Zurich North America knew that sales performance couldn’t be left to chance or to legacy processes. Like many organizations, they were managing complex incentive compensation plans across spreadsheets and rigid systems that slowed down plan changes, introduced risk, and made transparency a challenge.
In this session, Zurich’s AVP of Operations Doug Turner joins Anaplan’s Dana Therrien, CSCP, to share how the company modernized its compensation strategy. From eliminating bottlenecks to improving cross-functional alignment, you’ll hear how Zurich increased plan flexibility, improved visibility, and kept governance tight while supporting the unique needs of their Direct Markets sales force.
This conversation will be especially valuable for leaders in sales compensation, sales operations, RevOps, and finance who are navigating the transition from manual processes to a more agile and connected planning environment.
Key Takeaways
- Learn how Zurich built a business case for modernizing its compensation systems
- See how Zurich deployed a connected planning strategy to enable flexibility, transparency, and trust across Sales, Finance, and HR
- Understand what Zurich would do differently and what they’d recommend to others making the shift
Brought to you by: Anaplan
For those who exceed quota, accelerated payouts seem like a straightforward incentive. But is it really that simple? How much acceleration should you offer? How many accelerators should be included in the payout curve? Are there conditions to prevent costs from spiraling out of control? And is there ever a case for deceleration? Does the answer change between monthly vs. annual plans?
There are clear, evidence-based answers to all of these questions—rooted in the behavioral principles that drive sales motivation, combined with practical cost management strategies for compensation.
In this session, we’ll take a step-by-step approach to determining which metrics should have accelerators, where to place them on the payout curve, how fast to accelerate, and how to assess whether adjustments are needed for next year.
Bring your ideas, tough questions, and unresolved internal debates about acceleration. Together, we’ll dive into this essential sales compensation topic, and everyone will walk away with new insights and experience.
Key Takeaways
- Learn how to identify the performance range for a specific measure and align it with sales goals.
- Understand how pay mix interacts with acceleration to drive desired sales outcomes.
- Explore the ideal payout curve shapes for effectively communicating and motivating your sales team.
Changes to sales compensation are rarely simple. Most years, companies approach the process cautiously, making incremental adjustments to avoid unintended consequences. However, few events drive significant, rapid change like a large acquisition or the post-merger integration of two distinct sales plans or models.
There is a time-tested playbook for anticipating and managing the challenges that come with mergers and acquisitions. Mastering this playbook can yield significant rewards for savvy leaders, enabling them to navigate complexities and align compensation strategies effectively in times of transition.
Key Takeaways
- Identify common sales compensation pitfalls during mergers and acquisitions
- Learn how to align comp strategy with the deal’s investment thesis and goals
- Get a practical playbook for assessing and integrating sales comp post-deal
This session will highlight three recent case studies of RevenueShift helping clients develop sales compensation programs for growing consumption-based businesses – covering industries beyond the typical technology industry model. We'll explore how to design effective incentive plans that align with pay-as-you-go revenue streams, ensuring your sales force drives sustained growth. A core component will be redefining "new business" in these environments, balancing initial contract value with ongoing consumption or usage, and integrating metrics like Net New ACV and Monthly Recurring Revenue (MRR). Attendees will gain practical strategies for adjusting sales roles, crediting, and quota setting to foster desired behaviors.
- Align sales compensation design with the unique aspects of consumption-based models, considering profitability, predictability, and longevity of revenue streams, even in non-technology sectors
- Adapt sales roles, pay mix, crediting rules, and quota setting to specifically drive behaviors that encourage customer adoption, retention, and incremental usage, moving beyond traditional upfront sales incentives.
- Leverage lessons from diverse industry case studies to build robust consumption-based compensation frameworks applicable to various business models, fostering growth in evolving markets.
Brought to you by: RevenueShift
Explore how Compensation Administrators, Finance, and Revenue Operations teams can effectively prepare for the implementation of a new Sales Performance Management (SPM) platform. We'll outline the critical data, processes, and cross-functional collaboration needed to ensure a smooth transition from legacy systems to modern incentive management. This session is designed to equip stakeholders with the tools and insights they need to ensure a successful and sustainable SPM rollout. Drive results from day one of your SPM journey now!
Key Takeaways:
- Best practices for aligning SPM implementation with business objectives
- How to clean, structure, and prepare compensation data
- Tips for managing change across teams and stakeholders
- What to anticipate in terms of system integration and dependencies
Brought to you by: Argano
When billing systems hold key data, trend analysis demands manual reporting, and performance metrics are buried in spreadsheets, how can you spot critical issues before they escalate?
This session uncovers the visibility gaps that quietly undermine sales compensation effectiveness. Discover why compensation teams often lack the insights needed for strategic decision-making, as disconnected systems cause organizations to miss vital trends and what you can do about it.
See how unified data visibility transforms reactive problem-solving into proactive intelligence that drives smarter decisions and optimizes compensation strategies.
Key Takeaways:
- A framework for identifying visibility gaps that hinder effective compensation management
- Strategies for unifying compensation-related data into a single, actionable source of truth
- A metrics-based approach to evaluate the health and effectiveness of your compensation program
- A live demonstration of dashboards that turn raw data into meaningful performance insights
Brought to you by: Blue Horizons Group
Kick off your morning with the industry’s top GTM and RevOps leaders in a fast-paced conversation on what’s driving success in modern sales organizations. We’ll dive into AI adoption, territory design, quota, capacity and comp planning—and most importantly, the questions CROs and CFOs are asking most:
Are we investing in the right markets? Are territories and quotas aligned for rep success? Can we defend this plan to the board?
Discover how RevOps and Comp leaders can move from support roles to strategic partners in answering these high-stakes questions. If you're serious about shaping revenue outcomes in 2025, this is a session you can’t afford to miss. Coffee and clarity—served together.
Brought to you by: LINEN Cloud
Too many of us have unfortunately experienced this: You complete multiple iterations of your planning cycles only to find out at the end that your RevOps or Finance counterparts made a change that no one flagged. Now, the behaviors your incentive plans drive don’t align with your business strategy. In volatile markets, that kind of disconnect goes beyond being frustrating — it slows execution and puts revenue at risk. In this session, CaptivateIQ Co-founder and CEO Mark Schopmeyer will share how leading organizations are breaking down silos, integrating incentive planning earlier, and building flexibility into every layer of sales planning. Backed by findings from the 2025 State of Incentive Compensation Management Report, Mark will explore how connected planning helps teams stay aligned, agile, and ready to adapt as strategies shift.
You’ll learn how to:
- How to involve incentives earlier in the planning process
- How to stay aligned as sales strategies and business priorities shift
- How to partner with RevOps and Finance to build flexible, responsive plans
Brought to you by: CaptivateIQ
Sales compensation systems are excellent at tracking and forecasting results, but they often fall short in providing the performance management processes needed to maximize productivity. As revenue targets outpace organizational budgets, sales teams are increasingly tasked with doing more with less.
This panel will explore how leading organizations are implementing efficient and effective performance management processes to close this gap, ensuring that sales compensation strategies directly drive revenue growth. Panelists will share actionable insights on aligning data, tools, and methodologies to foster a culture of accountability and success, even in resource-constrained environments.
Key Takeaways
- Learn the value panel participants have gained from their Performance Management Programs
- Discover how to implement similar programs within your organization (take-home handout)
- Explore thought starters on enhancing sales compensation/performance programs and the role of practitioner teams
In this session, you will discover how to leverage both advanced and basic financial modeling techniques to predict the outcomes of sales compensation plans. Learn how to apply advanced methods like bootstrap, jackknife, agent-based modeling, and AI/ML simulations, alongside foundational techniques such as analyzing past data and using Monte Carlo simulations.
These models are essential for understanding the potential cost implications of plan changes and identifying any issues with your current plan before they impact your sales team—helping you avoid costly mistakes and prevent both revenue loss and talent turnover.
Key Takeaways
- Improve cost estimation and risk identification through advanced modeling
- Learn when to apply different simulation methodologies (e.g., Monte Carlo, bootstrap, jackknife, agent-based modeling)
- Understand various advanced simulation techniques and their applications
Sales compensation programs come with a cost premium over standard "corporate" pay plans and introduce unique risks. As companies face inflation and rising costs, one of their largest internal expenses is the sales compensation program. Increasingly, organizations are asking, "Does sales compensation really work? Is it worth the cost?"
In this session, we’ll examine the impact on companies that have moved away from (either partially or entirely) their sales compensation programs. Using a mix of data, empirical evidence, and case studies, we will explore the advantages and disadvantages of sales compensation plans. You’ll learn when and how they work best, how to maximize their benefits, and when it may be time to consider alternative approaches.
Key Takeaways
- Identify the benefits of a sales compensation program and assess when they justify the cost
- Learn how to measure the effectiveness and ROI of an incentive compensation investment
- • Understand when to transition away from sales compensation and how to manage that shift
What drives your company's revenue engine? Your sales team. Yet many organizations underinvest in the very department responsible for motivating and rewarding these revenue generators. This session explores the critical connection between proper staffing and effective governance in your sales compensation function.
From designing strategically aligned incentive plans to ensuring accurate commission calculations, your sales compensation team serves as the backbone of sales performance. Whether you already have a dedicated team or are considering building one, this data-driven session reveals how right-sizing this function directly impacts your bottom line and organizational health.
You'll discover the hidden costs of understaffing and learn how strategic investment in this critical function pays dividends through improved accuracy, reduced shadow accounting, and enhanced sales productivity.
Key Takeaways
- Benchmark data on optimal staffing ratios across industries and company sizes to guide strategic decisions.
- Analytic framework connecting proper staffing to measurable improvements in accuracy and sales productivity gains.
- Assessment tools to evaluate your department's current effectiveness and identify critical staffing gaps.
- Business case strategies for building compelling justification to maintain or expand your team.
- Change management techniques for evolving your function from administrative to strategic business partner.
Brought to you by: Blue Horizons Groups
Join us for an insightful discussion with Trent Akagi, VP of Sales Compensation and Readiness at Hewlett Packard Enterprise. With 28 years of experience, Trent has played a key role in shaping HPE’s compensation programs. His expertise lies in harnessing sales compensation as a strategic tool to tackle business challenges, spotlight key priorities, and drive both change and growth.
Trent has implemented innovative changes, including adjusting sales crediting rules to foster a strong sales culture, revising measures and weights to emphasize high-priority recurring revenue, and introducing a mega deal program to manage payouts for significant, binary deals. He will also share insights into how HPE executed these transformations and the lessons learned along the way.
Moderated by Rachel Parrinello, Sales Compensation Solutions Lead at the Alexander Group, this session will highlight how HPE’s practices align with central market trends and guiding principles. Don’t miss this opportunity to gain valuable insights into effective sales compensation strategies.
Key Takeaways
- Understand how sales crediting influences seller behaviors
- Learn how to use measures and mechanics to drive strategic behaviors
- Explore strategies for handling mega deals effectively
- Gain insights on successfully implementing major crediting, measurement, and policy changes
Learn how to make your sales compensation assessment and design faster and easier. Our panel, with decades of experience working with a variety of companies and sales plans, will reveal simple shortcuts that make you more effective in less time.
This session focuses on actionable content you can immediately apply with your team—no massive spreadsheets, proprietary tools, or deep dives into theory. Just practical, real-world hacks developed over years of experience to help you streamline your process and drive results.
Key Takeaways
- Learn how to quickly assess the efficacy of last year’s sales plans by identifying key elements impacting performance, from Go-to-Market strategies to goal-setting.
- Walk away with actionable "how-to" instructions you can implement immediately upon returning to the office.
- Gain insights on how to prioritize sales teams—know which reps need attention, which to monitor, and which to focus on later during critical times.
Many organizations struggle to realize their Sales Compensation vision with outdated ICM systems that create operational inefficiencies and limit strategic insights. This session examines a real-world transformation from legacy platforms to modern compensation technology, revealing practical strategies for navigating complex organizational change while maintaining business continuity.
We’ll explore the critical decision points, implementation challenges, and change management approaches that enabled a successful digital transformation in sales compensation.
The session provides a framework for evaluating when and how to modernize compensation systems, regardless of your chosen technology solution.
Session Takeaways:
- Assess legacy system limitations: Identify key indicators that signal when compensation technology needs upgrading and build a compelling business case for change.
- Navigate complex migrations: Proven strategies for managing transitional states, data integrity, and organizational buy-in during system transformations.
- Measure transformation impact: How modern compensation systems can deliver measurable ROI through operational efficiency and strategic talent insights.
- Build cross-functional alignment: Actionable tactics for engaging HR, Finance, and Sales leadership in compensation modernization initiatives.
Brought to you by Everstage
As The Gorilla Glue Company’s brands, Gorilla Glue and O’Keeffe’s, experienced rapid growth, leadership faced a critical challenge: sustaining momentum, but not at the expense of one brand over the other. Complicating matters, sales strategies varied by channel, yet rewards and performance had traditionally been evaluated as a whole. To stay competitive, sales leadership needed a targeted approach to incentives—one that aligned account managers with strategic goals while preserving the company’s unique culture.
In this session, we’ll take a deep dive into The Gorilla Glue Company’s journey of refining its sales rewards strategy. Explore the key decisions, challenges, and lessons learned as the company transitioned from one growth phase to the next. Walk away with insights on how successful organizations evolve their rewards structures to drive long-term, balanced growth.
Key Takeaways
- Learn how to design effective sales compensation strategies tailored for Fast Moving Consumer Goods (FMCG)
- Explore ways to align rewards with company culture and brand values while driving sustained growth
- Discover key do’s and don’ts to apply when evolving your own organization’s sales incentive programs
Embark on an exciting journey into the dynamic world of biotech sales with our interactive deep dive session, "Building the First Salesforce: Harmonizing Sales Compensation with the Unknown." Designed for HR and Sales Operations leaders, this session will explore innovative strategies and collaborative approaches essential for launching a successful salesforce in the ever-evolving biotech industry.
You will learn how to prepare for launch, sustain success, and develop key communication strategies and agility within your team. Additionally, we’ll cover the processes you need to implement for long-term success and future growth.
Join us to discover how to align sales compensation with the unknown, turning challenges into opportunities for growth and success.
Key Takeaways
- Design a data-driven sales compensation plan that aligns with strategic launch objectives and supports successful biotech product introductions.
- Develop adaptable compensation structures that respond to evolving market conditions and sustain long-term sales team motivation and performance.
- Apply effective communication techniques to strengthen cross-functional collaboration and enable agile, informed decision-making in dynamic biotech settings.
- Evaluate emerging trends and technologies to evolve and future-proof your sales compensation processes in a rapidly advancing industry.
Let’s face it, sales crediting can quickly become a tangled mess—multiple contributors, subjective decisions, and inevitable conflicts. Who should get credit for a sale? How much should they receive? And when is the right time to award it? While recognizing contributions as close to the sale as possible is ideal for motivation, real-world complexities such as uncertain revenue, delayed payments, or team-based efforts, make it tricky.
In this session, we’ll explore practical strategies for designing a crediting system that aligns with your go-to-market model, revenue streams, and sales roles. We’ll break down key considerations for assigning credit fairly, minimizing conflict, and reducing the need for manual adjustments. Join us to untangle the challenges and create a system that works—most of the time!
Key Takeaways
- Understand when to split credit, double-credit, or withhold credit to ensure fairness and clarity.
- Learn how to balance revenue uncertainties while maintaining motivation and avoiding unintended annuities.
- Explore strategies to minimize exceptions while preserving fairness in unique situations.
- Discover how different incentive structures (commission vs. quota bonus) should shape your crediting rules.
The team has invested countless hours refining quotas, optimizing territories, finalizing incentive designs, and preparing plan documents—all in time for the January 1 deadline. Now, the focus shifts to communication and change management. But here’s the challenge: you’ve just discovered that there’s no communication plan in place, and no historical communications have been saved.
This simulation will present three distinct scenarios of incentive plan changes, offering actionable steps to quickly identify and prioritize the core elements needed for a rapid, successful roll-out. By integrating this tactical plan of action into your repertoire, you’ll be ready to navigate the full spectrum of sales compensation changes—whether they’re smooth, challenging, or unexpectedly complex.
Key Takeaways
- Develop a communication plan tailored to your scenario
- Understand best practices for communicating sales incentive plan changes
- Gain clarity on distilling complex changes into clear, audience-specific messaging
Join Oracle’s Global Compensation and Operations leaders for a candid look at how they streamlined complex, global sales compensation programs into a single Incentive Compensation Management solution. With 25,000 sales reps on variable pay plans across a 150,000+ employee enterprise, this transformation was no small feat.
In this session, we’ll break down what worked, what didn’t, and what we’d do differently—no sales pitches, just real insights! Learn how we balanced global and regional needs, structured teams, and tackled system setup, testing, and adoption. Discover how transparent communication, executive sponsorship, and rigorous testing kept stakeholders aligned and ensured accurate, on-time payments.
We’ll also share first-year post-implementation insights, including unexpected challenges, process improvements, and future integration plans. Plus, take part in small-group discussions with Oracle practitioners and peers to explore how these lessons can apply to your own organization.
Key Takeaways
- Map your cloud compensation journey with key steps to streamline and scale
- Optimize compensation across revenue streams for accuracy and consistency
- Strengthen governance and reduce risk with smart policies and controls
- Turn insights into action with peer discussions and practical strategies
The sales landscape is undergoing a seismic shift, with Usage-Based Pricing quickly becoming the dominant model for software and services. This transformation fundamentally changes the dynamics for sales teams and compensation structures. Traditional plans based on upfront sales volume will need to evolve.
This session will guide you through the necessary adjustments, offering innovative strategies to future-proof your sales compensation, boost sales team engagement, and maintain a competitive edge in a rapidly evolving market.
Key Takeaways
- Understand the unique challenges of usage-based pricing for sales compensation
- Reimagine incentive structures to align with a usage-based model
- Learn proven strategies to design compensation plans that drive success
- Get practical tips for navigating the change and keeping your sales team motivated
After two days of intelligent insights and structured learning, it's time to shift gears. This final session of Sales Comp ’25 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 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 ’25 peers.
Session Structure:
- Review Structure: Understand the format and objectives of the unconference.
- 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.
- Open Discussions: Engage in open, fluid discussions around the room. Attendees can move freely between topics, allowing for diverse input and collaboration.
- Second Round of Discussions: Repeat the topic selection and discussion process to explore additional areas of interest.
- 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’25 with concrete plans and new professional relationships.