Showcase: Sales Compensation 2018
Exhibition Information

Complimentary places reserved for (in-house) senior reward, sales and finance managers.

Europe's biggest sales compensation conference led by SalesGlobe's Mark Donnolo and Michelle Seger, bringing together leading sales effectiveness experts and senior practitioners in sales compensation management.

Title: Sales Compensation 2018 #UKsalescomp2018
VENUE IMAGEDate: Tuesday 5th June 2018
Duration: One day
Brochure [PDF]. Coming soon
Venue: 1 Wimpole Street, London W1G 0AE

Attend for free: 100 free tickets reserved for senior reward, sales and finance managers (in-house only; consultants etc who wish to attend: £345.00 + VAT). So if you have responsibility for sales compensation programmes in an organisation with more than 300 employees, apply now for one of our 100 complimentary places.

Titles qualifying for a complimentary ticket include:

  • Head of Reward; Director, Compensation; Director, Sales Compensation
  • Reward Manager; Incentive Manager
  • HR Director
  • Director, Sales Operations; Sales Director
  • Finance Director; Vice President, Finance
>>> Please email paul@e-reward.co.uk to request you free ticket (one per organisation; £195 + VAT for second ticket).

OVERVIEW

Hosted by E-reward, EUROPE’S BIGGEST sales compensation conference, led by the dynamic and crowd-pulling SALESGLOBE team, is back for its third year. It brings together leading sales effectiveness experts and senior practitioners in sales compensation management.

Learn during this seminar:

  • Sales compensation design – challenges and best practices
  • Setting quotas
  • Change management #1: Migrating your organisation from traditional products and services to cloud/Saas offerings
  • Change management #2: Growth through mergers and acquisitions

Plus your opportunity to participate in PANEL DISCUSSIONS – Sales performance management. Biggest trends in SPM differentiation.

THE CONFERENCE

SalesGlobe logo

We have brought together a world-class line-up of sales effectiveness thought leaders to share their expertise, experience and ideas. The conference is designed to help you pinpoint new and innovative ways to transform your sales effectiveness.

E-reward is delighted to announce our third annual conference devoted to sales incentive compensation. Once again, it will be presented by thought leader Mark Donnolo, Managing Partner of SalesGlobe, and Michelle Seger, the firm’s Global Practice Lead. This year they will be accompanied by Alan Gibbons who is Practice Leader for SalesGlobe Europe.

For the 2018 conference, we have completely refreshed both the content and format and will include the very relevant topic of change management. The SalesGlobe team will lead and present four unmissable sessions:

> Change management #1: Migrating your organisation from traditional products and services to cloud/Saas offerings.
> Change management #2: Growth through mergers and acquisitions.
> Sales compensation principles:
  • The biggest challenges – how they are changing.
  • Things to consider when changing your compensation plan: upstream alignment.
  • ‘Sales Compensation Diamond’ – key points refresher.
> Setting quotas:
  • How to align quotas with the plan up-front.
  • Methodology used, how to use, tools etc.

Together Mark, Michelle and Alan will facilitate the day, provide a series of four insightful sessions and introduce reward and sales operations practitioners to the sponsor and exhibitor sessions which will be dispersed throughout the day. The day will be content filled, rewarding and, above all, fun.

The conference will also feature special panel discussions on:

  • Panel #1: Sales performance management – Things to consider before, during and after. Plus knowing when it’s time to implement SPM.
  • Panel #2: The shift from selling legacy products and services to digitalised products, and SaaS.
  • Panel #3: Biggest trends in SPM differentiation – insights, gamification.

These panels will include presentations by sales compensation professionals and thought leaders, offering a lively and enlightening discussion for all.

WHO ATTENDS

The event is expected to attract between 70 and 100 senior reward and sales operations professionals from some of the leading brands and forward-thinking organisations in the UK and mainland Europe.

Job functions attending the event:

  • Head of Reward; Director, Compensation; Director, Sales Compensation
  • Reward Manager; Incentive Manager
  • HR Director
  • Director, Sales Operations; Sales Director
  • Finance Director; Vice President, Finance

WHAT DELEGATES SAID ABOUT LAST YEAR’S EVENT

Here's just a tiny selection of what delegates on our 2017 sales compensation conference said . . .

Loved the sales comp diamond.
Thought provoking and some really useful takeaways.
Really interesting topics.
I thoroughly enjoyed the day plus I felt it was informative. I would attend future events.
Good mix of theory and practical hints and tips/learnings from other businesses on their system implementations and the products on offer in this space.
Very enjoyable. Good opportunities to network.
Very insightful, especially Mark and Michelle’s segments.
Really enjoyed Mark and Michelle taking us through the sales comp diamond.
Mark and Michelle presentations – lots of things to think about with my own company.
Great topics of discussion.
Time away from the office to re-fresh sales comp knowledge as it’s not something I need to focus on every day in my current organisation. Reminding myself about good practice.
Useful tools to take back and help to communicate plan design.
Some of the ideas expressed by Mark were very useful and I will be following up on the notes I took.
Mark and Michelle were great hosts and good at presenting.
Clear and easy to listen to.
Really good presenters. Interesting topics, they clearly know their stuff.
I felt they knitted the day together and provide extremely useful insight blended with humour.
Insightful and thought provoking.
Very informative, well-presented sessions with content at the right level.
Knowledgeable, enthusiastic, experienced and confident. Great content.
Very good.
Would be interesting to see more.
Great content and good ideas, made me constantly challenge the things I do and I will read the book with great expectations.
Good info and useful content.
Well thought through programme.
The flow of sessions was well linked and built up to a rounded programme.
A really good balance.

    AGENDA

    #UKsalescomp2018

    Tuesday 5th June 2018 | 1 Wimpole Street, London

    Agenda image

    8:15 REGISTRATION

    BREAKFAST AND NETWORKING

    9:10 WELCOME

    INCENTIVE COMPENSATION CHALLENGES

    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.

    9:25 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.

    10.25 CLIENT CASE STUDY (HEADLINE)

    10:50 SHOWCASE

    A chance for refreshment whilst visiting our exhibitors.

    11:10 EXPERT ADVISORY PANEL #1: SPM IMPLEMENTATION CONSIDERATIONS

    • When is it time to implement SPM?
    • Things to consider before, during and after and knowing when it’s time.

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

    • 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

    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.

    2.15 CLIENT CASE STUDY (GOLD)

    2.40 EXPERT ADVISORY PANEL #2: CURRENT STATE TO CLOUD

    Following this case study, we will delve into real stories of companies that are in the midst of shifting their current product and service offering into something very different from the legacy product/service that has been the core to the business.

    3.10 SHOWCASE

    • A chance for refreshment whilst visiting our exhibitors.

    3.30 TECHNOLOGY CHANGE: EXPERT ADVISORY PANEL #3 – THE BIGGEST TRENDS IN SPM

    • Insights, gamification.
    • What you need to know to power your plan designs.

    4.00 GOAL CHANGE: 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.
    • Taking a market-based approach to increase your ability to reach goal.

    4:50 CLOSING REMARKS

    Mark Donnolo and Michelle Seger, SalesGlobe

    5:00 DRINKS RECEPTION AND NETWORKING

    6.00 CLOSE OF CONFERENCE

    SEMINAR CO-LEADERS


    MARK DONNOLO

    Mark Donnolo

    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).


    MICHELLE SEGER

    Michelle photo

    Michelle is Director of Consulting Services at SalesGlobe. She has a strong background in sales effectiveness, management consulting and change management across the globe. Her portfolio includes ERP implementation, strategy execution, revenue management, new product introduction and innovation, acquisition integration, partnership development and execution, and organisational design. Michelle is expert at root cause analysis and identifying practical solutions for clients.

    Industry experience includes: manufacturing, financial services, retail, consumer products, hospitality and technology.

    Highlights of her business experience and client work include: Accenture, RGP, Georgia-Pacific, Elavon-US Bank, NCR, SunTrust, Ocean Spray Cranberries, Raytheon E-Systems, Southern Company, Intuit, Verizon, HGTV, and a broad range of global to small and mid-size companies.

    Michelle has deep experience in process improvement, benchmarking and best practices development, and is very effective at developing policies, procedures, methodologies and training guides. She is adept at working cross-functionally to bring change to a company and is a collaborative team builder with strong communication and facilitation skills. Her problem-solving approach – including a balance of practicality and creativity – leads her clients to business solutions that are implementable and bring about the desired result.

    > A unique opportunity to demonstrate your products, services and solutions to an audience of senior-level reward and sales operations professionals from leading UK-based and European businesses.
    > A range of sponsorship options that will help you connect with the audience you need.
    > Europe’s only conference dedicated to sales compensation.


    If we can help you with any questions about our sponsorship packages, please call us on +44 (0)161 432 2584, or email: paul@e-reward.co.uk

    Get in touch for delegate lists from our previous events and information about the senior reward practitioners and decision-makers who attend.

    We deliver brilliant reward conferences. The quality and seniority of our audience is hard to beat – all potential customers standing right in front of you.

    VENUE AND ADMIN. DETAILS

    This year's conference is taking place at 1 Wimpole Street, home of the Royal Society of Medicine, in central London.

    The schedule

    #UKsalescomp2018

    Registration starts from 8.15am. The conference will close at about 6.00pm. The full conference programme can be found on our web site.

    Documentation

    All of the available speaker presentations for the conference will be added (in PDF format) to a special page on the E-reward web site, accessible to delegates only. We will email you details about how to download them as soon as we receive the presentations from the speakers.

    If any speakers are unable to get their notes to us on time we aim to email them to you the day after the conference.

    No hard copies of the documentation will be available on the day of the conference. We will, of course, be providing plenty of notepaper and pens for note taking during the day.

    Special requirements

    Please let us know if you have any special requirements as soon as possible so we can plan accordingly.

    The venue

    1 Wimpole Street
    London W1G 0AE
    United Kingdom

    Getting there

    1 Wimpole Street is centrally located, and easily accessible by all forms of transport. It is situated just off one of the main shopping streets in London (Oxford Street), behind the John Lewis store.

    By London Underground

    • Oxford Circus station (Victoria, Bakerloo, Central lines): 5 minutes’ walk
    • Bond street (Central, Jubilee lines): 5 minutes’ walk
    • Great Portland Street (Hammersmith & City, Circle lines): 15 minutes’ walk

    By bus

    Nearest bus routes (all within walking distance):
    6, 7, 10, 13, 15, 23, 25, 30, 55, 73, 94, 98, 113, 137, 139, 159, 175, 189, 274, 390.

    London airports

    London is served by five main airports, from the UK's main gateway at London Heathrow to London City Airport in the Docklands. For information on getting to and from London airports to Holborn in central London, visit Transport for London at www.tfl.gov.uk

    Hotel accommodation

    Delegates are responsible for their own accommodation.


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