PROGRAMME

The conference will be led by Mark Donnolo, Managing Partner of SalesGlobe, and Michelle Seger, the firm’s Global Practice Lead.

8.30 REGISTRATION AND BREAKFAST

SHOWCASE Join us for a hot breakfast and networking whilst visiting our exhibitors.

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

Mark Donnolo and Michelle Seger, SalesGlobe

9.35 SALES COMPENSATION DESIGN – CHALLENGES AND BEST PRACTICES

Mark Donnolo and Michelle Seger, SalesGlobe

10.20 SPONSOR PRESENTATION: OPENSYMMETRY

THE SECRET OF SHIFTING SALES CULTURE TO DRIVE MAXIMUM ROI

Culture is the defining core of every business, but aligning culture from executive vision to the actual engagement of the customer through the sales team is an ever moving target. The formula used for the emphasis and de-emphasis of different sales culture values will ultimately shift the change to drive behaviour that reflects the overall corporate strategy. This is done through meticulous incentive compensation plan design. Join Jon Clark as he walks through client case studies to reveal how organisations have taken a strategic approach to drive sales through employee engagement, incentive plans, and performance metrics, in order to build the right sales culture and maximize ROI.

Jon Clark, Director of Strategy Services, OpenSymmetry

11.00 SHOWCASE

A chance for refreshment whilst visiting our exhibitors.

11.20 FRAMING THE PLAN AND LINKING TO PERFORMANCE

Mark Donnolo and Michelle Seger, SalesGlobe

12.05 SPONSOR PRESENTATION: BEQOM

CASE STUDY: TRANSFORMING YOUR SALES FORCE: HOW TO USE YOUR COMPENSATION SOLUTION TO GAIN THE TRUST OF YOUR END USERS

Beginning in 2013, beqom client Pages Jaunes (the French Yellow Pages) launched a major transformation of its sales organisation. This included moving to an objectives-based compensation plan, with some complex calculations, that could be changed quickly as needed to adapt to the market. For such a transformation to be successful, especially when it impacts compensation, the company knew it would need the buy-in and confidence of end users. Pages Jaunes searched for and implemented a solution that gives users tools to monitor and follow their compensation, is fully transparent, and makes users confident on the solution and the calculation of their compensation, thus contributing to the success of the transformation plan. This session will explore the business challenge faced, the solution implemented, and lessons learned.

Mathieu Nuee, Head of Variable Compensation, Pages Jaunes

12.35 JOIN US FOR LUNCH

SHOWCASE: A chance for refreshment whilst visiting our exhibitors.

1.25 TOPIC TABLES

Explore hot topics and ask questions of subject matter experts in a small group, roundtable discussions. Planned topics:

• Quota setting and targets – you ask, we answer: Mark Donnolo, SalesGlobe
• 'Incentivising right' – Having the right incentives for your company/industry: Noel Paton, Xactly
• Reporting and analytics – what you need to know and why: Ryan Fletcher, IBM UK&I and Greg Scortis, IBM Sales Performance Management
• Employee morale – why it matters and moving the needle: Ross Elmsly, beqom
• Incentive compensation – how to align your territories, quotas, and incentives to deliver your best sales results: Tom Edmunds and Karen Clarke, Anaplan
• Sales enablement – what does it mean to YOUR company and why it matters: Christina Kemper, CallidusCloud
• Driving engagement – things to consider for your business: Jon Clark, OpenSymmetry
• Hiring talent – tools and techniques to get it right: Michelle Seger, SalesGlobe

2.10 CONNECTED PLANNING FOR SALES: DELIVER ON-TIME SALES PLANS WHILE INCREASING COMPENSATION, QUOTA, AND FORECAST ACCURACY

Whilst sales leaders focus on motivating teams with achievable plans and accurate sales compensation payments, it’s impossible to accurately optimise sales performance and drive the right behaviours when juggling spreadsheets, legacy systems, and point solutions.

Join Anaplan as we talk about how modern businesses can move to a connected planning model that aligns your sales strategy with corporate objectives, get sales plans out on time, sharpens sales forecasting, and ensures accurate incentive compensation crediting and calculation. We will be showing how you can quickly develop ‘what if’ scenarios and analyse sales performance outcomes and business impact in real-time to directly influence profitability and drive explosive growth for your organisation. Hear how businesses are already achieving success with this model and leave the session with guidance on how to get started in your own business.

Karen Clarke, Managing Director Northern Europe, and Tom Edmunds, Account Executive, Anaplan

2.40 SHOWCASE

A chance for refreshment whilst visiting our exhibitors.

3.00 THE BENEFITS OF AUTOMATING COMPLEX COMPENSATION PROCESSES: CLOSE BROTHERS ASSET FINANCE

Hear from Matt Blanchard, IBM European Sales Performance Management Leader, 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 and is now driving business strategy.

3.30 ALIGNING THE TEAM AND COMMUNICATING THE PLAN

Mark Donnolo and Michelle Seger, SalesGlobe

4.30 PANEL SESSION: GLOBAL HARMONISATION

Michelle Seger and Mark Donnolo co-lead a lively and enlightening panel discussion on global harmonisation that delves into the challenges and opportunities companies face in an increasingly complex multi-cultural environment and how these are being addressed in the context of incentive compensation. Our panel includes HR and sales compensation professionals and thought leaders:

• Jill Merken, VP Global Sales Operations & Inside Sales, Gemalto
• Richard Higham, Principal, C3 Advisory
• Rahim Rajan, Global Head of Reward, Kantar Group
• Kelsey Joyce, Director of Sales Operations, MATRIXX Software Inc.
• Pedro Jeronimo, Vice-President Europe Service Providers, Aricent

5.00 CLOSE