August 22-24, 2016 | Westin Chicago River North | Chicago
| Item # | Lecture Title | Purchase |
|---|---|---|
| 2014-99 | 2016 Conference Full Set Audio Recordings and Speaker Handouts on USB Thumb drive: $299 Plus FREE SHIPPING | |
**audio files can be listened to in any iPod, mp3 player, or computer** | ||
| Single lecture pricing Download MP3: $10.00 | ||
| New Sessions Added: | ||
| 2014-P3 | Pre 3 – Sponsored Session: Sales Compensation’s Role in Sales Transformation | |
| 2014-P5 | Pre 5 -Sponsored Session: Advising Your Sales VP: Upstream Salesforce Effectiveness Changes That Should Drive Compensation Plan Changes | |
| 2014-L6 | Lunch 6 – Sponsored Session: Considerations, Complexity, and Compensation. How Caterpillar Automated Incentive Compensation with CallidusCloud | |
| 2014-L7 | Lunch 7 – Sponsored Session: Sales Effectiveness Trends Discussion | |
| 2014-L8 | Lunch 8 – Sponsored Session: Sales Compensation Strategies for the New Economy: How Recurring Revenue Models Increase Complexity of Managing Sales Performance | |
| 2014-L9 | Lunch 9 – Sponsored Session: Mirror, Mirror, on the Wall … Who’s the Most Complex of Them All? | |
| 2014-L10 | Lunch 10 – Sponsored Session: Catch the New Wave of Sales Compensation: Leverage Data to Manage Plan Design Performance | |
| Tuesday, August 23, 2016 | ||
| 2014-01 | SC01T1 – Compensation Innovation That Drives Sales: WestJet’s Game-Changing Strategy | |
| 2014-02 | SC02T1 – Cracking the Analytics Code: A Tale of Two Companies | |
| 2014-03 | SC03T1 – Driving Performance With Third-Party Sellers: Delta Dental | |
| 2014-04 | SC04T1 – Motivating Top Performers – The LinkedIn Story | |
| 2014-05 | SC05T1 – Opportunities, Issues and Market Leader Trends | |
| 2014-06 | SC06T2 – What It Takes to Become the Next Chief Sales Officer | |
| 2014-07 | SC07T2 – From Intuition to Analytics in Eight Weeks | |
| 2014-08 | SC08T2 – Fox in the Henhouse? How Dun & Bradstreet Partnered With Sales to Adopt a Change-Friendly Mindset | |
| 2014-09 | SC09T2 – Microsoft’s Transformation to Cloud Compensation | |
| 2014-10 | SC10T2 – Improving Sales Performance: Focus Energy and Investment on High Performers or Middle Performers? | |
| 2014-11 | SC11T3 – Intrinsic vs. Extrinsic Sales Incentives | |
| 2014-12 | SC12T3 – Change and Complexity: Staying Agile and Flexible in the World of Sales | |
| 2014-13 | SC13T3 – What’s Your Sales Compensation ROI? Seven Key Drivers to Understanding Your ROI | |
| 2014-14 | SC14T3 – Light Up Motivation by Extinguishing Three Systemic Sales Incentive Design Flaws | |
| 2014-15 | SC15T3 – Design Challenge: Including Corporate Performance in Sales Compensation | |
| 2014-16 | SC16T4 – Selling Leadership: Building Performance | |
| 2014-17 | SC17T4 – The People and Politics of Sales Compensation: Putting the “Fun” in Dysfunction | |
| 2014-18 | SC18T4 – Compensate According to Results: A Case of Change in Incentive Scheme in a Retail Environment | |
| 2014-19 | SC19T4 – Sales Compensation and the Dark World of Sales Quotas | |
| 2014-20 | SC20T4 – Transforming Hearts, Minds and Paychecks: Lessons Learned in ADP’s Strategic Sales Transformation | |
| Wednesday, August 24, 2016 | ||
| 2014-21 | SC21W1 – How LegalZoom Transformed Sales Behavior by Closing the Case on Compensation Spreadsheets | |
| 2014-22 | SC22W1 – Performance Management and Compensation: Managing Sales Employees Above and Beyond Incentive Compensation | |
| 2014-23 | SC23W1 – Investing in Your Sales Team: Is Your Portfolio Diverse Enough? | |
| 2014-24 | SC24W1 – Generational Differences in Sales Compensation | |
| 2014-25 | SC25W1 – The Right Pay Mix to Target Changing Pay Preferences: Views From Practitioners, Consulting and Academia | |
| 2014-26 | SC26W2 – Sales Professionals: Real Preferences for Reward and Recognition | |
| 2014-27 | Are You a Sales Compensation Practitioner or an Incentive Manager? | |
| 2014-29 | SC29W2 – Global Journey Onto Sales Compensation and Incentive Plans | |
| 2014-30 | SC30W2 – How Organizations Use Their Sales Incentive Programs to Achieve Growth | |