sales compensation conference 12 may 2016

SHOWCASEON SALESCOMPENSATIONLONDON 12th MAY 2016

Our sales compensation conference is only a short time away now and we are looking forward to welcoming you to the event. We are delighted to announce that the event has attracted an audience of 65 senior reward and sales practitioners in leading corporations.

Where

De Vere Holborn Bars, 138-142 Holborn, London EC1N 2NQ

The ScheduleJoin us for a hot breakfast & networking . . . .9.00am

Conference begins . . . .10.00am

Lunch . . . .12.30pm-1.30pm

Close . . . .4.30pm

web: www.e-reward.co.uk tel: 0161 432 2584 email: [email protected]

e-reward.co.uk

E - R E W A R D P R E S E N T S

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MORNING PROGRAMME

9.00 REGISTRATION AND BREAKFAST

Join us for a hot breakfast. A chance for refreshment whilst visiting our exhibitors.

10.00 INTRODUCTION – A GUIDE TO THE OBJECTIVES OF TODAY’S EVENT

Mark Donnolo, Managing Partner, SalesGlobe

10.05 # 1. CONNECTING COMPENSATION TO THE SALES STRATEGY

• How should the compensation plan represent our business objectives?

• How can we better motivate our organisation to pursue the sales strategy?

• Are we paying our top sales people enough?


10.35 HIGH PERFORMANCE INCENTIVE PLAN DESIGN AND AUTOMATION: ACHIEVING HIGH SALES

PERFORMANCE THROUGH EXCELLENT INCENTIVE PLAN DESIGN AND OPERATIONALISATION

The most effective sales incentive plans are difficult to design. They must:

• encourage and reward the behaviours required by your sales strategy

• manage for unintended consequences you may experience

• have the capability to respond to changing circumstances

The design and management process can often be just as important as the end product. An effective process

typically involves a range of stakeholder input and the use of technology to both stress test the design and

administer the new plan.

In this session, we will look at the two key aspects. First, we will look in detail at the incentive plan design building

blocks – making sure there is coherence and consistency between sales strategy, behavior and plan design.

Secondly, we will look at how to use technology to support the design process and reinforce the behaviours you

need through accurate and timely performance reporting and payout. Excellent plan design is difficult, but this

session will give you some of the key tools to achieve success.

Success is: a trusted path to the top.

Jon Clark, Director Strategy Services, EMEA, OpenSymmetry

11.05 SHOWCASE A chance for refreshment whilst visiting our exhibitors

11.20 # 2. CRITICAL CONSIDERATIONS FOR SALES ROLES

• Do our roles tightly align with each major revenue growth source?

• Do we have the right talent for those roles?

• How should we make role and coverage adjustments?


11.50 HOW IBM INCENTIVE COMPENSATION MANAGEMENT CAN HELP BUSINESS ALIGN SALES PERFORMANCE

WITH CORPORATE STRATEGY

• Sales incentives are the link between corporate strategy and customer facing activity.

• Automating the incentive process can help deliver large cost savings.

• The need for sales forces to have easy-to-interpret data for a competitive advantage.

Zach Burnett, Worldwide Sales Leader Sales Performance Management, IBM

12.20 THE BENEFITS OF AUTOMATING COMPLEX COMPENSATION PROCESSES

Hear from Zach Burnett as he interviews Adam Baker, Commission Manager for Close Brothers Asset Finance, on

how automating the end-to-end commission and reward process has changed the behaviour of its business.

12.35 JOIN US FOR LUNCH

SHOWCASE A chance for refreshment whilst visiting our exhibitors

1.30 # 3. MEASURES AND MECHANICS

• Are we using measures that favour financial and customer results rather than forecast measures or qualitative

measures?

• What measures must we pay for and what measures should we expect managers to manage?

• Do our reps have significant control over each measure and level of measurement?


2.00 NO NEED TO COMPROMISE ON YOUR SALES COMPENSATION STRATEGY

Happy people lead to better performance. But happiness doesn’t come from paying your employees more money.

It comes from your people understanding:

• The company direction

• Their individual goals and how they reflect to company direction

• How they are rewarded and recognised for achieving their goals and if it is fair

beqom’s total compensation platform provides this level of understanding to your employees and partners.

Tanya Jansen, Head of Marketing, beqom

2.15 TELECOM ITALIA: A NEW APPROACH TO COMPENSATION LEADING TO IMPROVED MOTIVATION

AND MORE TIME SPENT ON GENERATING VALUE FOR THE BUSINESS

This beqom client will show how a leading telco took a proactive approach to manage its complex sales

compensation processes in order to make them more efficient while still keeping people motivated. It needed a

centralised, user-friendly tool in the hands of the business users that would allow them to:

• address its need for flexibility, enabling it to make changes on the go

• track and trace its processes to comply with external and internal regulations

• reduce manual errors and make its people more motivated

Vincenzo Borrelli, Head of Commissioning and Incentive Consumer Sales, Telecom Italia

2.45 SHOWCASE A chance for refreshment whilst visiting our exhibitors

3.00 MOTIVATING SALES PEOPLE WITH EFFECTIVE SALES INCENTIVES

Building a sales team and compensating them properly requires careful planning, in order to ensure that you

provide the right incentives that help your company achieve growth and success. With careful consideration and

thoughtful design of your sales incentive compensation plans, you can inspire your teams and empower them to

perform above and beyond the competition.

• Best practice in incentive compensation from Xactly based on 11 years’ experience

• How to automate commissions and motivate your sales teams

• How cloud technology optimises resources around business needs

• Driving salesforce effectiveness with complementary business applications

Tom Castley, VP Xactly EMEA

3.30 # 4. QUOTA SETTING

• Do we have a historic view or a future sales potential view on quotas?

• Are the challenges we have quota issues or broader sales performance issues?

• How do managers and reps get involved in the quota-setting process?


4.00 PANEL SESSION

4.30 CLOSE

AFTERNOON PROGRAMME

SEMINAR LEADER:

MARK DONNOLOManaging Partner, SalesGlobe

Mark is a founder and managing partner of SalesGlobe, a sales effectiveness consulting firm that works with major sales organisations on sales strategies to grow revenue. SalesGlobe focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of sales, marketing, and service organisations. Areas of focus include sales strategy, customer segmentation, channel strategy, sales organisation design and deployment, performance management, and incentive compensation.

Mark’s work spans several industries including technology, telecommunications, business services, manufacturing, staffing, and financial services, in the USA and Europe.

Previously, Mark was:

• Senior Vice President with MarketBridge, leading the firm’s sales effectiveness practice.

• Partner and Senior Vice President with Sibson Consulting, where he was on the firm’s management team and led its sales and marketing effectiveness practice.

• Vice President with The Alexander Group.

• Consultant with Siegel & Gale/Saatchi & Saatchi, an international marketing and advertising firm.

• Co-founder and CEO of Biltmore Communications.

• President of InfraStream, a venture-funded VoIP service provider.

Mark is a regular conference speaker on sales compensation and is the author of numerous articles in publications that include Fortune, Sales & Marketing Management, Selling Power, Success, Telecommunications, Telephony, Investment Property, Velocity, Workspan, American Way, and Marketing News. His recent books on sales effectiveness and reward include: What Your CEO Needs to Know About Sales Compensation – Connecting the corner office to the front line (AMACOM 2013); The Innovative Sale – Unleash your creativity for better customer solutions and extraordinary results (AMACOM 2014).

SPEAKERS

Jon ClarkDirector, Strategy Services EMEA, OpenSymmetry

Jon is the EMEA Strategy Services Director at OpenSymmetry and joined the team in 2009. He is an experienced SPM/Reward consultant working with business leaders in leading organisations to design and implement SPM solutions.

He has 15 years experience working on UK-based and international projects and works with chief executives, HRDs, and sales leaders to design reward and SPM reward solutions including operational process, salesforce initiatives, total reward strategy solutions, pay and grading structures and performance management systems. Jon’s experience is cross-sector including financial services, telecoms, media, hi-tech manufacturing, not-for-profit, and professional services.

Tanya JansenHead of Marketing, beqom

Making the link between customers and beqom’s platform is at the heart of Tanya’s day-to-day activities. Her role is to communicate what beqom can do for you and how beqom can best address your needs to help you make your people happy.

Coming from SAP, Tanya has spent the last ten years defining and communicating enterprise solutions to large companies worldwide.

Zach BurnettWorldwide Sales Leader Sales Performance Management, IBM

Zach has global responsibility for IBM’s Sales Performance Management (SPM) sales operations. With teams around the globe, IBM’s Sales Performance Management organisation

equips businesses with solutions to automate the processes and functions for onboarding, motivating and managing sales people in order to be more efficient and effective. Zach is based in the US and has had a variety of leadership roles at IBM including System Z and Information Management.

GUEST SPEAKERSVincenzo BorrelliHead of Commissioning & Incentive Sales Consumer, Telecom Italia

With over 20 years’ experience in incentive compensation and enterprise software for reward, Vincenzo is currently responsible for all sales commissioning and incentive programmes at Telecom Italia. He is also in charge of incentive strategy for both direct and indirect sales channels. His

experience is cross-industry, having worked in telcos, hi-tech manufacturing and basic commodities industries.

Telecom Italia is Italy’s leading Telecommunications and ICT provider. The organisation has a significant presence in Latin America making it one of the most important global telcos players.

Tom CastleyVP Xactly EMEA

Tom joined Xactly EMEA in July 2014 to lead the growth of the company in the region. He has over 15 years of sales and CRM experience across leading cloud organisations and is highly renowned in the industry as a true customer experience champion.

Tom spent seven years at Oracle to support the expansion of its Cloud CRM business, and managed a struggling sales team, which he successfully turned around in a year. Prior to Oracle, Tom worked in RightNow Technologies, where he was responsible for UK sales across a variety of industries.

THE VENUE De Vere Holborn Bars, 138–142 Holborn, London EC1N 2NQ

Getting there (see our web site for more details and a map)

Located at the Chancery Lane end of Holborn, the venue (a large red brick building) is a short taxi ride from London St Pancras (Eurostar terminal), Euston, Kings Cross, Charing Cross and Waterloo rail stations.

From the Central Line: The nearest tube station is Chancery Lane on the Central Line. When leaving the station take exit number two and the entrance to Holborn Bars is located approximately 50 meters ahead in the large red brick building.

From the Piccadilly Line: Alternatively if you prefer to use the Piccadilly Line the nearest stop is Holborn Station – approximately a 10-minute walk heading east along High Holborn towards St Paul’s Cathedral.

beqom provides a Total Compensation solution focused exclusively on managing compensation and performance for large enterprises who cannot afford to compromise on their compensation strategy.

The beqom Total Compensation platform is used globally across all industry sectors by over 100 large companies such as Microsoft and Vodafone. It addresses all performance and compensation aspects such as salary review, bonus, long-term incentives, commissions, benefits, non-cash rewards and all key drivers towards employee performance and sales performance.

HR, sales and finance organisations leverage the beqom platform to drive performance, retention, compliance and cost optimisation and . . . happiness among their people.

For more information, please visit: www.beqom.com

Leading companies choose IBM’s highly flexible and scalable Incentive Compensation Management solution to automate incentive calculations and provide online compensation statements and reporting for employees. A leader in the Gartner Magic Quadrant for Sales Performance Management, the IBM solution

drives the right employee behaviour as you increase operational efficiency, accuracy and auditability.

IBM Incentive Compensation Management provides:

• Reports, dashboards, analytics and modelling

• Automated processes, scheduling and task management

• Workflow management and audit tracking

• On-premise or cloud-based deployment

For more information, please visit: www.ibm.com/analytics/us/en/business/sales-performance-management

OpenSymmetry is a trusted leader and global advisor that delivers sales, HR and finance solutions to drive accelerated business performance. With a leading success rate across more than 20

industries worldwide, you can count on OpenSymmetry to deliver the comprehensive solutions you need for a proven path to rapid results. From customised, proven solutions to seamless implementation, testing, training and managed services, OpenSymmetry has the proven track record and expertise you can count on to move you quickly from Strategy-to-Success.

Founded in 2004, OpenSymmetry is head quartered in Austin, Texas with offices in London, Sydney, Chennai, and Kuala Lumpur. Clients range from SMB to Fortune 500 companies across various industries.

For more information, please visit: www.opensymmetry.com

Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. We address a critical business need: to incentivise employees and align their behaviours with company goals.

Our products allow organisations to make more strategic decisions, increase employee performance, improve margins, and mitigate risk. Our core values are key to our success, and each day we are committed to upholding them by delivering the best we can to our customers.

For more information, please visit: www.xactlycorp.com

SPONSORSThank you to beqom, IBM, OpenSymmetry and Xactly for sponsoring and funding our Sales Compensation Showcase. Your support is much appreciated.

sales compensation conference 12 may 2016

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