AGENDA

#UKsalescomp2018

Tuesday 5th June 2018

1 Wimpole Street, London

8:15 REGISTRATION

BREAKFAST AND NETWORKING

9:00 WELCOME – THE DAY AHEAD

INCENTIVE COMPENSATION CHALLENGES: A GLOBAL VIEW

Mark Donnolo and Michelle Seger, SalesGlobe

• What are the biggest challenges companies are facing, and how are they evolving over time?
• Where we’ve been and where we’re going. What’s changing and why?
• The upstream sales effectiveness considerations.

9:30 INCENTIVE COMPENSATION DESIGN

Mark Donnolo and Michelle Seger, SalesGlobe

• The critical success factors when changing your incentive compensation plan.
• Adding Structure: Diamonds are Sales’ Best Friend.

10.20 HOW DATA CAN DRIVE SALES BEHAVIOUR FOR INCREASED REVENUE AND PROFITABILITY

Noel Paton, Regional Sales Manager EMEA, Xactly

• Improve planning, budgeting and forecasting processes
• Reduce and manage operational costs and spending
• Forecast and manage cash flow and revenue
• Identify, manage, and reduce corporate risks and issues
• Meet compliance, audit and regulatory requirements
• Prioritise effort and focus staff on value-adding activities
• Facilitate communication, collaboration and transparency
• Enable faster, better, more-informed decision-making with comprehensive analytics and insights
• Provide a foundation for company growth and scalability

10:50 SHOWCASE

• A chance for refreshment whilst visiting our exhibitors

11:10 EXPERT ADVISORY PANEL #1: INVESTING IN SPM TECHNOLOGY – WHAT ARE THE KEY DRIVERS

Led by Ray Wells, VP EMEA, OpenSymmetry

• What are the key drivers for investing in SPM technology?

11:40 PRODUCT CHANGE: BEAM ME UP – CURRENT STATE TO CLOUD

Mark Donnolo and Michelle Seger, SalesGlobe

• Migrating your organisation and compensation from legacy products to your next generation.
• How to manage your ‘cash cow’ business while introducing the new.
• Sales role design and talent assessment: Understanding your talent inventory and finding the ‘breed that you need’.
• Incentive compensation considerations.
• Case study: company shift from legacy products and services to SaaS and electronic solutions offering.

12:30 LUNCH

• Join us for lunch, networking and a chance to visit our exhibitors

1:15 ORGANISATION CHANGE: THE URGE TO MERGE

Mark Donnolo and Michelle Seger, SalesGlobe

• Navigating through M&A.
• Cultural considerations.
• Retaining and motivating your best talent through the transition and preparing them for what’s ahead.
• Case study: International company, spanning more than 16 countries.

2.10 MORE THAN AN ILLUSION: HOW TRAVELEX INCREASED REVENUE AND EMPLOYEE ENGAGEMENT WITH SALES INCENTIVES AND THE MAGIC OF ANAPLAN

Rebecca Riley, Global Head of Reward, Travelex

• Prepare to be mesmerised by the results Travelex has achieved just one year into their Anaplan partnership.
• Learn how Travelex has simplified sales-incentive administration, significantly reduced manual processes, and opened up performance insights to their frontline teams through Anaplan dashboards and Workday integration.

Rebecca will share with you how Travelex’s dedication to innovation, passion for people, and combination of classic incentives and ground-breaking gamification has transformed retail engagement.

2.40 GOAL CHANGE #A: QUOTA SETTING – ALIGNING YOUR QUOTA METHODOLOGY WITH YOUR ORGANISATION AND PLANS

Mark Donnolo and Michelle Seger, SalesGlobe

• Top quota challenges.
• Balancing market opportunity and sales capacity.

3.10 SHOWCASE

• A chance for refreshment whilst visiting our exhibitors.

3.30 EXPERT ADVISORY PANEL #2: LOOKING FORWARD, THE BIGGEST TRENDS IN SPM

Led by Jon Clark, Director, Strategy Services EMEA, OpenSymmetry

• What is the next big development for SPM Technology?
• What should we be looking out for/what is leading edge?

4.00 GOAL CHANGE #B: QUOTA SETTING – ALIGNING YOUR QUOTA METHODOLOGY WITH YOUR ORGANISATION AND PLANS

Mark Donnolo and Michelle Seger, SalesGlobe

• Taking a market-based approach to increase your ability to reach goal.

4.20 EXPERT ADVISORY PANEL #3: SALES COMPENSATION Q&A

4:50 CLOSING REMARKS

Mark Donnolo and Michelle Seger, SalesGlobe

5:00 DRINKS RECEPTION AND NETWORKING

6.00 CLOSE OF CONFERENCE