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See you at Spotlight on Sales Compensation!

We love our conferences, but we have a special affinity for WorldatWork's Spotlight on Sales Compensation.

This year, SalesGlobe's Managing Partner Mark Donnolo and Global Practice Lead Michelle Seger are partnering with three great practitioners to deliver three important sessions. Let us know if we can look forward to seeing you in Chicago!

 

Survivor Analytics: Problem Solving Beyond the Numbers

Monday, August 21

2:00 pm – 3:00 pm

Dennis Gallinat, CSCP, Senior Manager Sales Compensation, Waste Management

Mark Donnolo, Managing Partner, SalesGlobe

Michelle Seger, Global Practice Lead, SalesGlobe

Sales compensation dashboards are common, but how do you know which numbers are right for your business? What do you do if you don't have the right analytics? In this interactive session you'll learn how to understand your specific sales challenges and then align the analytics to see the full picture of how your sales compensation plan measures up.

 

 

Strategic Sales Compensation: Connecting the Corner Office to the Front Line

Tuesday, August 22

3:30 pm – 4:30 pm

Steven Lensing, Vice President of Compensation, Radian Group, Inc.

Mark Donnolo, Managing Partner, SalesGlobe

Michelle Seger, Global Practice Lead, SalesGlobe

Learn the five critical steps in the sales compensation process that ties organizational strategy to the front line. From setting goals and using the Pay Mix Positioner, to avoiding common quota-setting pitfalls and defining problems sales comp can and cannot solve, you'll hear examples and discover the tools to help design the best incentive compensation program for your organization.

 

The Art and Science of Quota Setting

Wednesday, August 23

11:00 am – 12:00 pm

Alan Fried, CSCP, Senior Director, Incentive Compensation, Comcast

Mark Donnolo, Managing Partner, SalesGlobe

Michelle Seger, Global Practice Lead, SalesGlobe

Quota challenges are consistently at or near the top of the list of sales compensation challenges. Setting effective quotas isn't just about the numbers. It's also about the people and the process. It's a blend of art and a science. This interactive session will discuss the top quota setting methodologies; how and when to automate your quota setting process, and how to solve common quota-setting challenges. 

Contact Mark at mark.donnolo@salesglobe.com with any questions.