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