Creat a Performance-Driven Sales Organization

Create a PerformanCe-Driven SaleS organization eared to ssions g se , sales over 40 in sales es — executiv , and Hr ! , finance ns l teams operatio nctiona cross-fu rfect for pe Miami, Florida October 16-18, 2006 InterContinental Miami www.SalesPerformanceConference.com To improve individual salesperson performance and increase sales results, companies spend a lot of money on systems, processes, and people. Yet, most sales organizations remain unable to effectively manage performance, let alone drive performance. To become performance-driven, a sales organization must link: • the objectives and initiatives of the sales force with the size, structure, and quotas of the sales force • the objectives and initiatives of the sales force with the objectives of each salesperson • the size, structure, and quotas of the sales force with the quotas for and opportunities provided to each salesperson • the measurement of salesperson performance with their objectives and quotas • the pay of each salesperson with the measurement of that individual’s performance The Sales Performance Conference is a unique opportunity for key decision makers in sales, sales operations, finance, human resources and others who are responsible for increasing sales and improving sales force effectiveness to gather, learn, and network. Attending companies represent a cross-section of industries, including: financial services, life sciences, pharmaceutical, technology, manufacturing, and others. You should attend if you are a: • C-level executive looking for strategies and techniques to improve sales force effectiveness • senior sales executive seeking ways to better execute sales strategy and drive sales performance • sales or sales operations executive interested in more effectively motivating, measuring, and rewarding your sales force • human resource or finance executive responsible for improving the overall performance of the organization • sales compensation professional responsible for designing, implementing, and managing your organization’s sales compensation plans Join us October 16-18 in Miami, where you will learn practical advice for boosting sales force effectiveness while discovering new strategies for creating a performance-driven sales organization. table of Contents About the Conference Schedule-at-a-Glance Keynote Sessions Breakout Sessions Pre-Conference Roundtables Exhibit Hall Networking Special Events Travel and Hotel Information About Our Sponsors Registration Form FAQ page page page page page page page page page page page 4 5 8 10 21 21 22 22 23 25 27 about the Conference The Sales Performance Conference combines motivational, insightful keynotes with interactive breakouts, networking events, and more! Keynote sessions offer valuable strategic insight that can help shape Over 40 sessions feature speakers sharing their expertise and experience solving sales performance management problems from leading companies such as: sales performance management programs within your organization. Join David Pearson, vP of Channel operations at miller Heiman, as he delves into the Strategies of Winning Sales organizations. Be sure to sit in as Keith Jackson, executive Director–Human resources at BellSouth and robert J. Kelly, vP-Sales operations at S.P. richards join mark Donnolo, SvP and Sales & Distribution leader at marketBridge to solve today’s most common sales compensation problems. take notes as Benson Smith, founding Partner of the Sales research group, discusses Using Six Sigma to Build a World Class Sales force. the robust agenda includes these and other industry visionaries you can’t afford to miss! AHS, ServiceMaster BellSouth DuPont FedEx Services Goodyear Tire Company Hay Group Hewitt MarketBridge Mercer HR MADISON Miller Heiman NCR Office Depot Roche Diagnostics Sibson Consulting S.P. Richards Synygy The Sales Research Group Towers Perrin Watson Wyatt Worldwide Wells Fargo in addition to these enlightening keynote sessions, three breakout session tracks offer an opportunity to dig deeper into key sales performance management problems: align: Sales force effectiveness Learn how to more strategically and effectively align your selling resources—from setting quotas, to cascading objectives throughout the sales force, to optimizing alignment of customers, prospects, and territories. meaSUre: Sales Performance measurement Learn cutting edge techniques to measure, report, and analyze sales force and salesperson performance. Discover how to use information to help your salespeople perform at a higher level and help your sales managers make better decisions about their people and how to help them sell more. reWarD: Sales Compensation Learn how to better link your strategy and your sales compensation plans, improve plan understanding and accuracy to drive desired salesperson behaviors, use management information to know how your plans are working, and give your organization the flexibility to rapidly adapt to change. 4 Schedule-at-a-glance Monday, oCTober 16 8:30 am – 5:00 pm Conference Registration 8:30 – 9:00 am Pre-Conference Roundtable Breakfast 9:00 – 10:00 am Pre-Conference Roundtables 10:15 – 11:15 am Conference Introduction: Creating the Performance-Driven Sales Organization Mark Stiffler, President & CEO, Synygy, Inc. align sales force effectiveness sales performance measurement sales compensation meaSUre reWarD 11:20 am – 12:20 pm It’s Not the What but the How—Enhancing Your Sales Organization for Increased Performance J. Steven Jones, Managing Director–Sales, FedEx Services Ken Carnes, Managing Partner, Cornerstone Services, LLC Sales Metrics that Influence and Measure Sales Effectiveness Dennis Chapman, CEO, The Chapman Group Global Sales Force Pay and Performance: Trends and Practices for 2007 John Bremen, Global Practice Leader, Sales Management and Rewards, Watson Wyatt Worldwide Selling More with Less: How to Transform and Streamline Your Sales Organization in 60 Days Nancy Sells, Senior Vice President–Sales Strategy and Implementation, PR Newswire David Fritz, President, Growth Solutions, LLC 12:20 – 1:30 pm Lunch 1:30 – 2:30 pm Forecasting Accuracy: Getting Control of Random and Unpredictable Results Jeff Thull, CEO and President, Prime Resource Group Sales Competencies, Sales Career Paths, and Sales Compensation: A 3Cs Approach to Sales Effectiveness Mary Skopowski, Senior Compensation Consultant, DuPont Danielle Rasey, Ph.D., Senior Consultant, Talent Management Practice, Towers Perrin Tim Weiler, Principal, Co-Leader, Sales Management Practice, Towers Perrin The Top 10 Sales Compensation Design Practices to Create a Better Link to Strategy and Results Jack Dolmat-Connell, President, DolmatConnell and Partners, Inc. Cost of Sales: Evaluating Your Sales Process from a Financial Perspective Rod Cotton, Senior Vice President, Roche Diagnostics Steve Grossman, Principal, Mercer Human Resource Consulting 2:35 – 3:35 pm Helping Your Sales Managers to Be Better Managers Peter Kurlander, Vice President of Corporate Compensation, Wells Fargo Clinton Gott, Partner and Consulting Manager, Briggs & Sands Consulting Goal setting: Reading, ‘Riting, ‘Rithmetic Paul Dorf, Ph.D., Managing Director, Compensation Resources, Inc. Non-Cash Incentives—They’re What You Need William Grassie, President, Strategic Incentive Innovators New Rules: Paying for Performance Brad Hill, Principal, Tandehill Human Capital 3:40 – 4:25 pm Strategies of Winning Sales Organizations David Pearson, Vice President of Channel Operations, Miller Heiman 4:30 – 6:00 pm Welcome Cocktail Party in the Exhibit Hall 5 Schedule-at-a-glance (cont) TUeSday, oCTober 17 7:30 am – 5:00 pm Conference Registration 7:30 – 8:30 am Breakfast in the Exhibit Hall 8:30 – 9:15 am Using Six Sigma to Build a World Class Sales Force Benson Smith, Founding Partner, The Sales Research Group 9:20 – 10:20 am Pursuit of a “World Class” Sales Organization Dave Beasley, Director–Commercial Tire Sales, The Goodyear Tire and Rubber Company Unlocking Your Sales Superstars: Sales Competency Definition and Development Joseph DiMisa, Senior Vice President, Sibson Consulting, The Segal Company The New Glue: Deferred Compensation for Sales Raoul Choos, Vice President, Pearl Meyer & Partners Sales Performance Problems–Guessing vs. Management Science Warren Shiver, Director, Sales Performance International 10:25 – 11:15 am Exhibit Hall open Managing Sales Performance: Lessons Learned from FORTUNE’s Most Admired Companies 11:15 am – 12:00 pm 12:00 – 1:00 pm Mark A. Royal, Ph.D., Senior Consultant, Hay Group Lunch Driving Improved Sales Performance 1:00 – 2:00 pm Richard Barkey, Chief Executive, Imparta Modeling Sales Compensation: Approaches That Work When Implementing New Compensation Plans for Blended Sales Forces Gabriela Snobrova-Hardy, Leader-Global Pay and Recognition, NCR Tom Tice, Senior Consultant, Watson Wyatt Worldwide Global Sales Compensation: Think Globally, Act Locally? Or, Think Locally and Act Globally? Robert Davenport, Vice President, Hay Group The Sales Force: Ambassadors of Your Brand Stan Striker, Vice President and Managing Consultant, Maritz Incentives 2:00 – 3:15 pm Exhibit Hall open & refreshment break 3:15 – 4:15 pm Sales Force Transformation Through Effective Sales Talent Practices Brian Sinclair, Principal, Hewitt Associates Creating Sustainable High Performing Sales Managers Jim Sullivan, Vice President of Sales Operations, AHS, ServiceMaster Patrick Stakenas, President and CEO, ForceLogix Rethinking ROI for Sales Incentive Plans Jerome A. “Jerry” Colletti, Managing Partner, Colletti-Fiss, LLC Mary S. Fiss, Partner, Colletti-Fiss, LLC The Disengaged Sales Force: Spinning, Settling, or Splitting Stephen Parker, SVP, Eastern Region and Europe, BlessingWhite 4:20 – 5:00 pm SCI Miami: Real Life Sales Compensation Forensics Keith Jackson, Executive Director–Human Resources, BellSouth Robert J. Kelly, Vice President–Sales Operations, S.P. Richards Company Mark Donnolo, Senior Vice President and Sales & Distribution Practice Leader, MarketBridge 7:00 – 10:00 pm Evening Event 6 WedneSday, oCTober 18 7:30 – 8:45 am Breakfast in the Exhibit Hall 8:45 – 9:00 am Exhibit Hall raffle drawing 9:20 – 10:20 am Balancing Stakeholder Interests to Create a Great Incentive Plan Moderator: Donya Rose, Partner, The Cygnal Group 10:05 – 11:05 am Sales Role Definition: A Foundation for Effective Execution, Performance Management, Recruiting, and Compensation Scott Sands, Vice President, Briggs & Sands Consulting Avoiding Analysis Paralysis: Sales Effectiveness Analyses that Matter Matt Lucy, Senior Consultant, Sibson Consulting, The Segal Company Breakthrough Practices in Non-Cash Reward and Recognition Planning Mike Ryan, Vice President, MADISON Performance Group The Necessary Partnership: How HR and Sales Can Partner To Drive Lasting Organizational Transformation Thom Howson, Director of Human Resources, Who’s Calling, Inc. J. Mark Davis, Managing Principal, Valitus Group, Inc. 11:10 am – 12:10 pm Market-Driven Quota Setting Mike Cosgrove, Vice President of Sales Planning, Office Depot Mark Donnolo, Senior Vice President and Sales & Distribution Practice Leader, MarketBridge Engaging Your Sales Team: A Case Study of Analysis and Response Bruce Carlson, Principal, Mercer Human Resource Consulting Dan McCauley, Principal, Mercer Human Resource Consulting Pharmaceutical Sales Compensation: Current Trends Elliot Scott, Senior Consultant, Towers Perrin Erich Sachse, Senior Consultant, Synygy Identifying & Developing High-Potential Future Leaders Jeff Burwinkel, Business Development Manager, Development Dimensions International (DDI) 12:15 – 1:00 pm Grab & Go lunch align sales force effectiveness sales performance measurement sales compensation meaSUre reWarD www.SalesPerformanceConference.com 7 Keynote Sessions Keynote presentations provide valuable strategic insight that can help shape sales performance management programs within your organization. monday, october 16 10:15 – 11:15 am Creating the Performance-Driven Sales Organization Mark A. Stiffler, President & CEO, Synygy In this kick-off session, Mr. Stiffler presents a practical framework for rethinking what sales performance management is and how it can be used to improve sales force effectiveness. Using real-world examples, Mr. Stiffler will outline a unified approach for aligning, measuring, rewarding, reporting, and analyzing the performance of a sales organization and its salespeople that will fundamentally change how you think about your own company’s performance. Mark Stiffler monday, october 16 3:40 – 4:25 pm Strategies of Winning Sales Organizations David Pearson, Vice President of Channel Operations, Miller Heiman Learn about the strategies that help set Winning Sales Organizations apart from their competitors and how you can emulate this success in your organization. Based on the results of the 2006 Miller Heiman Sales Performance Research Study, this presentation reveals the activities of companies who have achieved year over year increases in sales, new account acquisition, and average account billing. Miller Heiman’s research is considered to be the most comprehensive annual study conducted with salespeople and sales leaders on sales performance issues and challenges. What are some of the most pressing trends we’re seeing in the world of sales? How are the Winning Sales Organizations prioritizing their time and energy? What are they doing differently to set them apart from their competitors? In this session, Mr. Pearson answers these and other pressing sales performance questions. David Pearson tuesday, october 17 8:30 – 9:15 am Using Six Sigma to Build a World Class Sales Force Benson Smith, Founding Partner, The Sales Research Group At long last, considerable research is appearing to evaluate the role Six Sigma principles can play to foster improvement in selling organizations. These principles constitute a powerful new understanding of measuring and improving individual productivity. The result is a management process that boosts financial performance by assessing, managing, and improving customer and employee interactions. A Six Sigma approach works by narrowing in on meaningful variations in performance and then optimizing key processes. For 6 years Mr. Smith led Gallup’s Global Practice for Sales Force Effectiveness. He is the principal author of Discover Your Sales Strengths, and author of more than fifty articles on sales force effectiveness. Join him as he discusses how Six Sigma applies to sales forces and specific steps companies as a whole can take to optimize performance. Attend this session and learn the Six Sigma approach to performance management, how Six Sigma touches on HR, sales, and finance, and the benefits of using Six Sigma to boost your organization’s financial performance. Benson Smith 8 tuesday, october 17 11:15 am – 12:00 pm Managing Sales Performance: Lessons Learned from FORTUNE’s Most Admired Companies Mark A. Royal, Ph.D., Senior Consultant, Hay Group Hay Group partners with FORTUNE magazine annually to identify the World’s and America’s Most Admired Companies. Along with producing the Most Admired Companies rankings, they also conduct follow-up research each year to identify the business practices that make the Most Admired Companies great. Key to the success of Most Admired Companies is the sales-focused cultures they exhibit. Through their approaches to hiring, leadership development, and performance management, Most Admired Companies promote a strong orientation toward customers and markets. Drawing on Hay and FORTUNE’s research findings and specific company examples, Mr. Royal will provide metrics that can be leveraged by all companies, regardless of size or industry, to develop more effective sales organizations. Mark Royal tuesday, october 17 4:20 – 5:05 pm SCI Miami: Real Life Sales Compensation Forensics Keith Jackson, Executive Director–Human Resources, BellSouth Robert J. Kelly, Vice President–Sales Operations, S.P. Richards Company, a division of Genuine Parts Company (GPC) Mark Donnolo, Senior Vice President and Sales & Distribution Practice Leader, MarketBridge The SCI (Sales Compensation Investigators) team takes you through real life examples of sales compensation crimes, evidence, and solutions. Learn how these experts make sense of pay and performance data as well as sales witness testimony to identify the true culprits of sales compensation misdeeds. From unjustly rewarded reps to quota gaming, the CSI team solves your biggest sales compensation mysteries. Join “Detectives” Donnolo, Jackson and Kelly as they shed light on their own case files, uncover how to make sense of a sales compensation program’s performance, and determine the most effective solutions to some of today’s most common sales compensation problems. Keith Jackson Robert Kelly Mark Donnolo Wednesday, october 18 9:00 – 10:00 am Panel Discussion: Balancing Stakeholder Interests to Create a Great Incentive Plan Moderator: Donya Rose, Managing Partner, The Cygnal Group, Inc. Panelists: TBD Sales leaders, sales people, and sales operations all have a strong interest in the way incentive compensation plans are designed. Representing the points of view of each of these constituencies, this panel of experienced professionals will discuss how their organizations successfully designed sales compensation programs that aligned their sales rewards with the needs of their businesses. This panel discussion will prompt attendees to think carefully about their own company’s reasons for offering sales incentive compensation from the point of view of sales leaders, sales people and sales operations, understand how to maintain healthy involvement and create buy-in from all stakeholders, and develop awareness of common pitfalls that can jeopardize the best outcomes for incentive plan effectiveness. Donya Rose www.SalesPerformanceConference.com 9 Breakout Sessions Breakout sessions address sales performance management issues at a more tactical level. Select among them to customize a conference program for your particular interest in sales force effectiveness, sales performance measurement, or sales compensation issues. align sales force effectiveness learn how to more strategically and effectively align your selling resources—from setting quotas, to cascading objectives throughout the sales force, to optimizing alignment of customers, prospects, and territories. Monday, oCTober 16 11:20 am – 12:20 pm It’s Not the What But the How—Enhancing Your Sales Organization for Increased Performance J. Steven Jones, Managing Director–Sales, FedEx Services Ken Carnes, Managing Partner, Cornerstone Services, LLC Hear first-hand from FedEx’s Sales Leader about their transformational strategy and the effect it’s had on their organization. Through a refined sales approach, a clearer understanding of the importance of positioning, and identification of effective tools and processes, FedEx Services was able to transform from more traditional, transactional selling into becoming value added advisors to their customers. Join the discussion and find out how to take your sales organization to the next level using a more influential advisor approach. Attend this session and discover: • ways to better equip, maintain, and expand the efficiencies within your sales organization • how to structure your sales team for maximum agility and responsiveness to your clients’ demands • how to leverage tools and techniques to increase the overall productivity results of your organization’s sales force 11:20 am – 12:20 pm Selling More with Less: How to Transform and Streamline Your Sales Organization in 60 Days Nancy Sells, Senior Vice President-Sales Strategy and Implementation, PR Newswire David Fritz, President, Growth Solutions, LLC Every sales leader is continually under pressure to grow revenue while reducing selling costs. Unfortunately, most sales organizations are fortunate if they accomplish just one of these objectives. Learn how one enterprising company reduced selling costs while continuing to grow their top-line revenue in a matter of weeks. In this session attendees will learn: • how to identify redundancy and waste within their sales organization • how changes in sales channels, structure, deployment, performance measurement, and compensation can take significant cost out of the sales organization quickly • how to implement change so that customers and sales people remain engaged 10 1:30 – 2:30 pm Forecasting Accuracy: Getting Control of Random and Unpredictable Results Jeff Thull, CEO and President, Prime Resource Group No longer is it acceptable to rely on traditional forecasting methods that produce questionable sales predictions. Improving organizational performance is dependent on a solid forecasting approach that ensures predictable numbers and results. This session examines an innovative method that is designed for today’s complex selling environment. During this session, attendees will: • learn why their current forecasting methods don’t deliver accurate sales results • understand how indicators provide the quantifiable data needed to increase accuracy • establish a diagnostic approach to forecasting that ensures greater predictability and performance 1:30 – 2:30 pm Cost of Sales: Evaluating Your Sales Process from a Financial Perspective Rod Cotton, Senior Vice President, Roche Diagnostics Steve Grossman, Principal, Mercer Human Resource Consulting The cost of sales can vary significantly by industry, by company, by business unit, and by several primary determinants of cost, including: economics of the business/industry, life cycle stage, sales model and structure, sales compensation approach/design, and sales rep effectiveness. This presentation will examine each factor’s impact on the cost of sales and its controllability— including one that is rarely considered, the first-line sales manager. Attendees at this session will: • evaluate several primary determinants of cost of sales • examine which cost factors can be managed within their organizations • take a closer look at the role of the first-line sales manager on the total cost of sale 2:35 – 3:35 pm Helping Your Sales Managers to Be Better Managers Peter Kurlander, Vice President of Corporate Compensation, Wells Fargo Clinton Gott, Partner and Consulting Manager, Briggs & Sands Consulting What does it take for your sales managers to become better managers? By examining the frequently overlooked role of the sales manager, the skills required, and how to best target and develop those skills, this session will discuss how the role of the sales manager contributes to the company’s overall strategic and performance goals. Using various personality profiles, Mr. Kurlander and Mr. Gott will address multiple strategies for working with your organization’s sales managers in order to improve their sales management abilities and the impact of their incentive programs. Improve sales managers in your organization by learning: • the significant difference a good sales manager can make • the levers sales managers can impact • personality profiles of “excellent” vs. “good” managers and how to recruit excellent managers to your organization 11 TUeSday, oCTober 17 9:20 – 10:20 am Pursuit of a “World Class” Sales Organization Dave Beasley, Director-Commercial Tire Sales, The Goodyear Tire and Rubber Company What does it mean to be a “world class” sales organization, and how can you become one? Goodyear’s Commercial Tire Sales organization is finding out as it seeks to transform itself into such, focusing first on three key areas: employee acquisition, sales force performance, and employee and customer engagement. Mr. Beasley, the leader of this sales organization, will share with you the Goodyear story and specifics about the initiatives underway. Attend this session and learn: • about the Goodyear journey and where they are today • how Goodyear is measuring its progress in becoming “world class” • what their next steps are as an organization 9:20 – 10:20 am Solving Sales Performance Problems—Guessing Versus Management Science Warren Shiver, Director, Sales Performance International Sales revenues flat or declining? It must be time to fix the sales force—right? Not so fast. Many organizations go astray in their reactions to growth challenges and fail to recognize the value perception gap that exists between their customers and their organization. What’s required is a method to better apply the principles of management science to improving sales performance. Join the discussion and find out how to take your sales organization to the next level using a systemic approach to closing the value perception gap. Explore 6 primary drivers for sustainable sales performance improvement, and how your organization can take a rational approach to sustainable sales improvement. Attend this session and discover: • a systemic 6-step framework for bridging the value perception gap • how to identify the systemic growth challenges in your organization • how to take meaningful action 1:00 – 2:00 pm Driving Improved Sales Performance Richard Barkey, Chief Executive, Imparta Improving sales performance is more than just training and, in order to be effective, must include more than just the sales force. Benchmark your own experiences against best practices from other organizations to identify opportunities for improvement within your own practices and approaches. Learn how other organizations are successfully driving improved sales performance and how this is translating into improved skills, increased business acumen, and improved leadership and marketing skills. Attendees to this session will: • identify which business functions within an organization must be included to drive improved performance • discover ways to develop business acumen, increased confidence, and sales ability in order to gain access senior decision-makers more easily • build an action plan for improving sales performance within your own organization 12 1:00 – 2:00 pm The Sales Force: Ambassadors of Your Brand Stan Striker, Vice President and Managing Consultant, Maritz Incentives Are your marketing strategies and sales force aligned to achieve your organization’s goals and objectives? Your sales force is the face of your brand to your customers. Is your sales force delivering on your brand promise? Are they focused on achieving your marketing objectives? How do you motivate sales people to concentrate not only on their own sales success but the representation of your brand in all the ways that you, and more importantly your customers, expect? Attend this session and: • learn how to use incentives as part of your total reward solution to drive not just sales, but sales effectiveness • learn about the link between employee satisfaction and customer satisfaction and the link between customer satisfaction and greater profitability • hear examples of how well-designed and aligned incentives have delivered a more powerful product launch, improved market share, and addressed customer experience 3:15 – 4:15 pm Sales Force Transformation Through Effective Sales Talent Practices Brian Sinclair, Principal, Hewitt Associates Sales organizations are increasingly defining their sales force challenges in higher-level terms. In the past, companies may have pursued improvement in specific programs or issues (sales compensation, sales rep turnover, profitability, quota setting, etc.). Now, many companies seek total sales force “transformation.” What does transformation mean? Why do companies want to transform? How does a company transform its sales organization? In this session, attendees will gain: • an overview of the sales force talent programs that need to be optimized and aligned, from defining sales competencies to recruiting and developing sales talent to rewarding effectively • best practices in these key sales talent program areas • key learnings from two recent engagements involving multi-billion dollar corporations transforming their sales forces–what worked, what did not, and why 3:15 – 4:15 pm The Disengaged Sales Force: Spinning, Settling, or Splitting Stephen Parker, Senior Vice President, Eastern Region and Europe, BlessingWhite As organizations look to their sales force to achieve competitive advantage, employee engagement is no longer a “nice to have.” Yet BlessingWhite’s annual engagement survey determined that even well meaning employees who are happy in their jobs are rarely fully engaged. This presentation highlights the key findings of this global workplace study, and recommends actions that organizations can take to help ensure a satisfied sales force producing at a maximum level. Attend this session and: • gain insights into employee attitudes toward their work • understand the implications of disengagement for employers • learn best practices, based on real-life business cases, for increasing employee alignment, engagement, and retention 13 WedneSday, oCTober 18 10:05 – 11:05 am Sales Role Definition: A Foundation for Effective Execution, Performance Management, Recruiting, and Compensation Scott Sands, Vice President, Briggs & Sands Consulting Many sales and HR executives overlook the importance of defining sales roles within their organizations. There is a critical link between sales role definition and executing your organization’s sales strategy. This session will explore the critical elements of sales role definition that support the deployment of an organization’s sales strategy, help define the standards of performance, and enable effective recruiting and staffing of top talent. Attendees will learn: • the 6 key factors that distinguish sales roles and how to translate those elements into actionable benchmarks and competencies • a deeper understanding of the importance of sound role definition as a link between strategy and management tactics • how to use the structure of a sales role to set up alignment with sales incentives and performance management 11:10 am – 12:10 pm Market-Driven Quota Setting Mike Cosgrove, Vice President of Sales Planning, Office Depot Mark Donnolo, Senior Vice President and Sales & Distribution Practice Leader, MarketBridge Traditional quota-setting methods have run their course in many organizations resulting in rep performance penalties, underemphasized opportunities, and missed growth expectations. To compete more effectively, companies in competitive markets are using new approaches to quota setting that consider sales strategy, new selling roles, and real market opportunity. The traditional approaches of carving up the big corporate number according to last year’s performance, or sharing the burden equally by giving everyone the same goal, have yielded to more accurate approaches to quota setting. By attending this session, attendees will learn how market-driven quota setting has increased goal setting and business planning accuracy in many organizations by: • using various quota setting and quota allocation methodologies • building the business plan from the customer, up • aligning the business plan with quotas and sales resources 11:10 am – 12:10 pm Identifying & Developing High-Potential Future Leaders Jeff Burwinkel, Business Development Manager, Development Dimensions International (DDI) Forty percent of externally-hired sales executives fail within the first 18 months. This makes it critical to identify, develop, and deploy capable sales leaders and executives from within your organization. It is essential to assess individual and group leadership readiness across all areas critical to success—knowledge, experience, personal characteristics, and motivations. How confident are you that your future leaders will be ready when their number is called? In this session you will learn how to build your bench strength by: • utilizing leadership-potential factors for identifying high-potential leaders early in their careers • accelerating readiness through various development methods • driving focus and performance through shared accountability 14 meaSUre sales performance measurement Learn cutting edge techniques to measure, report, and analyze sales force and salesperson performance. Discover how to use information to help your salespeople perform at a higher level and help your sales managers make better decisions about their people and how to help them sell more. Monday, oCTober 16 11:20 am – 12:20 pm Sales Metrics that Influence and Measure Sales Effectiveness Dennis Chapman, CEO, The Chapman Group Most leaders and sales professionals evaluate their performance by the sales numbers they post. While sales numbers are critical measurements, additional sales effectiveness metrics (“predictive sales analytics”) provide valuable insights to the future probability of achieving or not achieving sales objectives when utilized and analyzed consistently. This interactive session will deliver 7 critical measurements that when measured on a monthly basis enable any sales leader to know months in advance whether sales targets will be met or exceeded. Attendees at this session will: • be presented working models of 7 key “sales effectiveness metrics” for sales performance dashboards • personally experience these “on-demand tools” that determine the sales effectiveness of their sales team(s) • leave with actual models and templates to employ immediately within their sales teams 1:30 – 2:30 pm Sales Competencies, Sales Career Paths, and Sales Compensation: A 3Cs Approach to Sales Effectiveness Mary Skopowski, Senior Compensation Consultant, DuPont Danielle Rasey, Ph.D., Senior Consultant, Talent Management, Towers Perrin Tim Weiler, Principal, Co-Leader, Sales Management Practice, Towers Perrin This case study examines a large science solutions organization’s 3Cs approach to sales effectiveness: sales competencies, sales career ladders, and sales compensation. During an organization-wide sales force transformation project, this organization reinforced its strategic objectives by developing a sales competency model, sales career ladders, and a sales incentive compensation architecture to be applied across 80 business units, and detailed sales incentive plans at 3 pilot business units. This session will walk you through the power of these 3Cs when tackled together. Attendees will learn: • the key elements of a corporate wide, role driven sales incentive architecture • rationale and applications for a sales competency model • why developing career ladders matters 2:35 – 3:35 pm Goal setting: Reading, ‘Riting, ‘Rithmetic Paul Dorf, Ph.D., Managing Director, Compensation Resources, Inc. This hands-on session will take participants through an exercise in effective goal setting, an important aspect in the determination of performance for incentive calculations. Participants will be provided tools in goal documentation and will work with the presenter to establish their own key performance goal. Through this exercise, each participant will learn the “reading, ‘riting, and ‘rithmetic” of goal setting. Attendees will also come to understand the importance of: • correlating each position’s goals to the department/company’s strategic initiatives • clearly written, documented goals in determining performance for incentive compensation calculation • qualitative measures and how they can be used in award calculations 15 TUeSday, oCTober 17 9:20 – 10:20 am Unlocking Your Sales Superstars: Sales Competency Definition and Development Joseph DiMisa, Senior Vice President, Sibson Consulting, The Segal Company The skills, behaviors, and background that make a regular rep a superstar differ based on the company’s industry, culture, customer type, and market environment. So how do you know what makes one successful in your company? And how do you develop those competencies within your current sales force and ensure they continue to be effective? Using real client examples, this session will answer these questions and walk participants through how they can boost the performance of their own reps through the definition, development, and deployment of tailored sales competencies. This session will: • introduce the basic steps involved in identifying which key competencies make an individual a successful sales rep in a specific industry, culture, and sales environment • review the fundamental elements of competency development and how competencies are transitioned from concepts to tangible career and action plans • discuss key strategies used to deploy, motivate, and reinforce competencies to ensure their ongoing viability and sustainability 1:00 – 2:00 pm Modeling Sales Compensation: Approaches That Work When Implementing New Compensation Plans for Blended Sales Forces Gabriela Snobrova-Hardy, Leader-Global Incentive Pay and Recognition, NCR Tom Tice, Senior Consultant, Watson Wyatt Worldwide During the past year we have seen rapid growth in many industry segments. Much of that growth has come from acquisitions. One of the first post acquisition events is a “consolidation” of the different sales forces, quickly followed by the implementation of a common set of compensation plans for the new field force. While the processes to be used in blending the sales compensation plans are straightforward, the modeling of the blended plans is not. Historical data is seldom available on which to base the cost and impact modeling since not only have people changed, but also territories, product lines, and management structures are new. This session will: • illustrate first steps to take when implementing compensation plans for a new, combined field force • explore the modeling strategies and types of data that overcome the lack of historical data and provide accurate, realistic information • examine how to determine the cost and impact of the new sales compensation plans 3:15 – 4:15 pm Creating Sustainable High-Performing Sales Managers Jim Sullivan, Vice President of Sales Operations, AHS, ServiceMaster Patrick Stakenas, President and CEO, ForceLogix How do you create a sales management group that consistently drives their reps to be high performers, month over month, quarter over quarter, year over year? By understanding and measuring everything your reps think, do, and don’t do. Learn how organizations are using existing data within their companies to understand the true indicators that drive real results. By measuring the right indicators, tracking specific progress (or lack thereof), and providing tools for managers to use on a daily basis, you can improve your sales performance. We will address a specific strategy for working with your organization’s sales managers and learn first-hand how this strategy creates consistent coaching and mentoring and improves overall sales management. Attend this session and learn: • the use of performance metrics and subjective data to coach, manage, and mentor • tools to drive prescribed behavior consistently and automatically when an event occurs • strategies sales managers need to drive performance from each and every sales rep 16 WedneSday, oCTober 18 10:05 – 11:05 am Avoiding Analysis Paralysis: Sales Effectiveness Analyses that Matter Matt Lucy, Senior Consultant, Sibson Consulting, The Segal Company There are lots of ways to analyze the sales force—and we keep trying to invent more! This session will cut to the chase and discuss key analyses that can really indicate the success or failure of sales management decisions. Using real case examples in an interactive format, this session will help participants get the most from their analysis efforts. Attendees to this session will: • identify the most insightful analyses in understanding the effectiveness of sales effectiveness initiatives • interpret key analytics with the help of tips, tricks, and true client examples • understand how to use these analyses and other methods of feedback gathering as part of an ongoing governance process 11:10 am – 12:10 pm Engaging Your Sales Team: A Case Study of Analysis and Response Bruce Carlson, Principal, Mercer Human Resource Consulting Dan McCauley, Principal, Mercer Human Resource Consulting Employee engagement, commonly measured to determine workforce commitment, is arguably most important in the sales force, the company’s face to the customer. During this client case study, Mr. Carlson and Mr. McCauley will describe how they determined the level and drivers of sales force engagement, overall and by team. They will also explore the linkage between engagement and performance. By presenting the compelling results of this pharmaceutical client case study, attendees will: • discover the importance of a sales force’s engagement and its impact on an organization • learn how engagement driver analysis can create truly differentiated and sustainable competitive advantage • have a new appreciation of the impact of the first-line sales manager on sales performance through the role they play in sales force engagement reWarD sales compensation Learn how to better link your strategy and your sales compensation plans, improve plan understanding and accuracy to drive desired salesperson behaviors, use management information to know how your plans are working, and give your organization the flexibility to rapidly adapt to change. Monday, oCTober 16 11:20 am – 12:20 pm Global Sales Force Pay and Performance: Trends and Practices for 2007 John Bremen, Global Practice Leader, Sales Management and Rewards, Watson Wyatt Worldwide Compensation and sales effectiveness are interdependent, playing an important role in global, complex organizations. Whether compensation is used to differentiate an organization from its competitors, to underscore internal consistency from country-tocountry, or to drive performance of the organization during economic downturns, its role will continue to evolve. This session will preview key global trends and practices for 2007 based on recent survey data collected by Watson Wyatt. Sales compensation professionals will gain insight into the latest trends so they have an understanding of current market dynamics and emerging best practices to ensure they make informed design decisions for the year ahead. Additionally, the session will include: • a review of key data points regarding annual incentives, sales incentives, and long-term incentives • a presentation of the latest research on what makes sales people effective • an overview of the design implications and predictions on where the market is going 17 1:30 – 2:30 pm The Top 10 Sales Compensation Design Practices to Create a Better Link to Strategy and Results Jack Dolmat-Connell, President, DolmatConnell and Partners, Inc. Everyone knows how important sales compensation is, but so few firms do it well. Why? In this session, we will explore the most common flaws that we see in both sales compensation plans and the processes used to develop those plans, as well as explore the “Top 10” design practices that create a better link to strategy and truly help you drive the results and behaviors that you need. This session will: • explore the real-world problems faced by sales management in sales compensation plans and processes • provide proven real-world tools and solutions • uncover the “Top 10” design practices that create a better link to corporate strategy 2:35 – 3:35 pm Non-Cash Incentives—They’re What You Need William Grassie, President, Strategic Incentive Innovators Non-cash incentives can be the most powerful tool in your motivational tool chest. (Yes, more than cash!) This session will prove, once-and-for-all, that non-cash works best. Examine the characteristics of a well-designed incentive program. Learn how to develop 3 non-cash incentive programs that accelerate growth by integrating into the strategic goals of the organization, and when to use each to create a sustainable competitive advantage. After participating in this session, attendees will: • agree that non-cash incentives can be more powerful than cash • understand why behavior based incentive programs are the key to effectively leveraging your sales resources • walk away with “best practice” applications of incentive design, utilized in both large and small sales organizations 2:35 – 3:35 pm New Rules: Paying for Performance Brad Hill, Principal, Tandehill Human Capital Inspired by HBO’s Real Time with Bill Maher, this session introduces ten new rules for paying for performance. These ten rules will challenge the way you currently design and administer pay plans, and provide you with practical options for effectively designing and communicating pay. New Rule #1: Market data must ride in the back. New Rule #2: A $1 base pay increase will be viewed the same as a $5 bonus. Intrigued? Attend this session to find out the eight other new rules for paying for performance and how they’ll affect your performance programs. You should attend this session if you are: • tired of research that provides ‘best practice’ data from average companies • no longer willing to mindlessly follow survey trend information • ready to get practical in creating pay-for-performance 18 TUeSday, oCTober 17 9:20 – 10:20 am The New Glue: Deferred Compensation for Sales Raoul Choos, Vice President, Pearl Meyer & Partners The use of equity for recognizing and rewarding sales is in the midst of significant change. The decreased levels of both participation and the size of awards have left a significant void in the total compensation package of many sales forces. These changes have come at a time when attracting and retaining talent is becoming critical. Deferred compensation is an alternative that can be used to fill this void. This session provides an overview of deferred compensation and how it can be used in your sales compensation program to attract and retain “A” players. From this session, attendees will: • learn deferred compensation terminology • understand how deferred compensation can be used as an alternative to stock options or other equity vehicles • learn when deferred compensation is appropriate and how to go about implementing it 1:00 – 2:00 pm Global Sales Compensation: Think Globally, Act Locally? Or, Think Locally and Act Globally? Robert Davenport, Vice President, Hay Group Today’s economy has become more and more global. Customers are increasingly demanding that their suppliers offer them a consistent—and coordinated—selling approach. In addition, companies are more likely to take a worldview of managing their sales forces. While geography is still important in sales deployment, sales management practices increasingly need to consider the need for consistency versus specificity. During this session, attendees will gain an understanding of: • the global differences and similarities in sales compensation strategies and what trends may define the future • how local cultures shape sales compensation approaches • how to develop a global sales compensation strategy for their organization 3:15 – 4:15 pm Rethinking ROI for Sales Incentive Plans Jerome A. “Jerry” Colletti, Managing Partner, Colletti-Fiss, LLC Mary S. Fiss, Partner, Colletti-Fiss, LLC A recent WorldatWork survey reported that 85% of its participants consider assessing ROI on sales incentive compensation plans a top priority at their company. A common challenge is: what constitutes ROI and how should it be assessed. It is critical to every organization to implement a comprehensive ROI assessment process in order to realize the full potential of their sales incentive compensation plans. This session will provide examples of ROI assessment used by leading companies, as well as tools for attendees to examine the ROI of their own sales performance programs. By participating in this session, attendees will: • hear about practices used by leading companies to rethink how to approach ROI measurement for their sales incentive compensation plans • take away examples and tools they can use at their companies to put in place a process to assess plan ROI • hear about the benefits companies realize in both plan design and sales force performance as a result of using a robust ROI assessment process 19 WedneSday, oCTober 18 10:05 – 11:05 am Breakthrough Practices in Non-Cash Reward and Recognition Planning Mike Ryan, Vice President, MADISON Performance Group Interested in optimizing your non-cash incentive and reward programs? Attend this session and learn how to achieve better speed, flexibility, cost control, and motivational impact by using tools and techniques that the most progressive companies have implemented. This topic is especially helpful for HR and comp executives who are looking to consolidate non-cash sales incentive program for a desired level of consistency and control—a trend we are seeing more and more in the marketplace. Participate in this session and learn how leading companies are: • building a personal brand connection between the company and the participant • rewarding/recognizing more people without adding to the budget • expanding management’s ability to use the incentive platform as a communication and goal-setting device 10:05 – 11:05 am The Necessary Partnership: How HR and Sales Can Partner To Drive Lasting Organizational Transformation Thom Howson, Director of Human Resources, Who’s Calling, Inc. J. Mark Davis, Managing Principal, Valitus Group, Inc. So, your sales organization redesign effort has stalled, with the heads of Sales and HR seemingly at odds over the fundamental goals of the initiative. What now? Who fills the power vacuum? Can either leader single-handedly bail out this fledgling project? When executed well, the functional partnership between HR and Sales can greatly enhance the implementation of any organizational change. In fact, in most organizations, this partnership reflects a necessary combination of functional strengths that is required to both create a vision for the desired change and bring about a successful implementation. This case study presents lessons learned in the necessary roles of HR and Sales in a sales force reorganization and compensation design initiative. Session participants will learn about: • the functional roles of Sales and HR, and what each party needs to bring to the table for success • the pitfalls of not appropriately engaging either side • the keys to successful implementation–the hallmark of an effective partnership 11:10 am – 12:10 pm Pharmaceutical Sales Compensation: Current Trends Elliot Scott, Senior Consultant, Towers Perrin Erich Sachse, Senior Consultant, Synygy Join Elliot Scott and Erich Sachse as they discuss findings from the second annual survey on sales incentive plan design in the pharmaceutical industry, jointly administered by Towers Perrin and Synygy. This recently completed survey contains the latest information on the state of pharmaceutical incentive plans and compares this year’s results to last year’s, highlighting recent trends. At this session, the presenters and participants will: • bring the data to life • discuss the drivers of change in compensation • delve into how changes in legislation, product portfolios, the governance environment, technology, data sources, and market dynamics are being addressed in incentive plan design 20 Pre-Conference roundtables Make plans to come to the conference early and join your peers at an expert-moderated, in-depth discussion of today’s hottest topics and trends in sales performance management. Roundtables will be held Monday, October 16, from 9:00 to 10:00 am (breakfast served at 8:30 am). There is no additional cost to attend, but we request that you sign-up before October 10 as space is limited. exhibit Hall Open daily, the Exhibit Hall provides a great opportunity to explore new products, solutions, and services while networking with industry experts. exhibiT hall hoUrS Monday, October 16 4:30 – 6:00 pm Tuesday, October 17 Wednesday, October 18 Raffle Drawing 7:30 – 8:30 am 10:25 – 11:15 am 2:00 – 3:15 pm 7:30 – 9:00 am 8:45 am Exhibiting companies include: Host sponsor Platinum sponsor Gold sponsors Exhibitors: Buck Consultants ForceLogix Hay Group MADISON Performance Group Miller Heiman RPMC Sibson Consulting The Chapman Group The Sales Research Group For an up-to-date list of exhibiting companies, visit www.SalesPerformanceConference.com 21 networking Social events After a full day of sessions, it’s nice to get together informally with colleagues. We invite you to join us at these special conference social events: Monday CoCkTail reCePTion Always a favorite, we’ll kick off The Sales Performance Conference Miami-style. Mix business and pleasure in the Exhibit Hall—mingle with peers, browse solutions, and talk to the experts while enjoying South Beach-inspired hors d’oeuvres and cocktails. TUeSday SoCial evenT Before the sun sets and you head out for some Miami Beach club hopping, join us for a relaxing, elegant meal that takes its cues from the new fusion cuisine of southern Florida known as “Floribbean.” Attendance at both events is complimentary with your conference registration. Guests are invited to attend Tuesday evening’s event at the rate of $50 per person. for more information about social events, please visit www.SalesPerformanceConference.com. travel and Hotel information Don’t forget to pack your sunscreen as you join us for three days in miami! this exciting city is no longer your grandparents’ winter hibernation spot. With shopping, arts and culture, and clubs and restaurants galore, you’ll want to head down early to explore miami’s many attractions, including South Beach, the art Deco District, Coconut grove, and much more! The Sales Performance Conference will be held at the InterContinental Miami. Overlooking Biscayne Bay, the InterContinental Miami is conveniently close to Miami Beach and adjacent to the Bayside Marketplace and its fashionable shops and restaurants. A block of rooms has been arranged for conference participants at a discounted rate of $189 (double occupancy). To make a reservation, please contact the hotel directly at 305-577-1000 by September 16, and mention that you are a part of The Sales Performance Conference. 22 about our Sponsors Host Sponsor Synygy is the largest provider of solutions for solving sales compensation management problems. These problems include strategic misalignment because of an inability to implement and manage the sales compensation plans that companies desire; misunderstood plans and inaccurate results that fail to drive needed sales force behaviors; lack of management information that fails to provide visibility into the effectiveness of strategy execution; and an inability to quickly adapt to change that limits enhancements to strategy and associated plan modifications. Platinum Sponsor Everything they do—from tackling sensitive change issues to advising on benefit plans—helps clients align their people and financial strategies to meet their business objectives. And their consulting services contribute to the financial security of millions of people. Gold Sponsors Briggs & Sands Consulting is a sales management consulting firm that provides our clients with services designed to complement profitable growth strategies. Our service offering includes: profitable growth plans, customer coverage models, marketing program design, job evaluation and design, performance management and sales compensation design. We provide our clients a strong cadre of very experienced consulting professionals with a proven track record of client successes. We offer high-impact business solutions; partnering with our clients through flexible work teams and project plans designed to meet their needs! Colletti-Fiss, LLC, a management-consulting firm, provides advice to top managers on the design and implementation of compensation plans to reward employees for sales success, customer retention, and customer loyalty. Maritz Incentives moves incentive programs to a new level. After developing an understanding of our clients’ business, goals and people, we develop and implement creative, targeted and timely incentive solutions designed to raise the bar on performance improvement. Mercer Human Resource Consulting, LLC is a global consulting firm that helps organizations create measurable business results through their people. Mercer partners with clients in all aspects of strategic and operational human resource consulting and implementation. Mercer has specialist expertise in such areas as compensation, performance measurement, sales effectiveness, and communication. Towers Perrin’s Sales Force Rewards Practice helps clients improve sales performance in order to drive overall business results. Towers Perrin’s deep experience in addressing sales compensation related issues, coupled with our global presence and expertise in change management and employee communications, allows us to partner with our clients to create meaningful and positive change. For an up-to-date list of sponsoring companies, visit www.SalesPerformanceConference.com 23 registration information full Conference Pass – $1395 BEST VALUE! • access to all conference sessions • access to the Exhibit Hall • access to all evening events • access to all meal functions • conference materials, including on-site guide and addendums one Day Conference Pass – $795 (Wednesday pass – $495) • access to all conference sessions on designated day • access to the Exhibit Hall on designated day • access to evening event (if applicable) • access to meal functions on designated day • conference materials, including on-site guide and addendums exhibits only Pass – $295 • conference materials, including on-site guide and addendums • no conference sessions, meals, or evening social events are included in this registration option regiSTer early and Save! There are 4 easy ways to register: 1. Online: The most simple and convenient way! Visit www.SalesPerformanceConference.com 2. Phone: Call 610-494-3300 x6702 3. Mail: Send your completed registration form to: Synygy, Inc. Attn: Conference Coordinator 2501 Seaport Drive Chester, PA, 19013 4. Fax: 610-494-3301 Cancellation and Substitution Policies For All Paying Registrants: UPdaTeS & QUeSTionS The Web: Visit the official website at www.SalesPerformanceConference.com for the most up-to-date conference information. Conference Hotline: Direct all registration and other conference-related questions to the Conference Coordinators by calling 610-494-3300 x6702, or by emailing conference@synygy.com. Payment, both domestic and international, must be received on or before October 13, 2006. No attendee will be admitted into the conference without payment. A registrant may substitute a different person in their place at any time. A $50 processing fee will be deducted from the full refund for cancellations on or before September 18, 2006. Cancellations after September 18, 2006, but before October 2, 2006, will be refunded 50% of the registration fee, with no additional processing fee. There will be no refunds for cancellations on or after October 2, 2006. There will be no refunds or credits for registrants who do not attend the conference. Notice of cancellation must be made in writing to the address below. For Client Registrants: Synygy client companies may register three free attendees for each conference. A fee of $695 will be charged for each additional person over three attendees. No processing or cancellation fees will be charged for cancellations on or before October 9, 2006. A cancellation fee of $347.50 will be charged to client attendees if cancellation occurs after October 9, 2006. No refunds will be given after October 12, 2006. Notice of cancellation must be made in writing to: Conference Administrator, Synygy, Inc., 2501 Seaport Drive, Chester, PA 19013 or by email: conference@synygy.com 24 registration form Four easy ways to register: Online Fast and simple! Visit us online at: www.SalesPerformanceConference.com Phone Call to speak with a conference coordinator: 610-494-3300 x6702 Mail Synygy Attn: Conference Coordinators 2501 Seaport Drive Chester, PA 19013 Fax 610-494-3301 Please complete this form to register for the conference. (For multiple registrations, please photocopy this form.) First Name Title Mailing Address City Phone Fax State Email Zip Country Last Name Company Your role in Your Company Please indicate your job level: Your industry Please indicate your primary business industry: q q q q Owner, President, C-level Executive q EVP, VP, SVP, AVP, or Partner Director q Manager Supervisor q Analyst, Consultant, Specialist Other (Educator, Dean, Treasurer, Trainer, etc) q Finance q Marketing Please indicate your primary function: q Human Resources q Sales q Operations/IT Please indicate your influence in your company’s buying decisions: q Financial Decision Maker q Significant Influence q Initial Recommendations q Research New Products q Not Applicable Your Company Please indicate how many employees are in your company: q Under 500 q 1000 – 4999 q 10,000 or more q 500 – 999 q 5000 – 9999 Please indicate your company size (revenue): q $0 – $199 Million q $200 – $499 Million q $500 – $1 Billion q $1 Billion or More Please indicate how many salespeople receive commission payments in your company: q Under 100 q 100 – 350 q 351 – 1000 q 1001 – 10,000 q 10,000 or more q q q q q q q q q q q q q q q q q q q q q q q q q q Aerospace/Defense Apparel Automotive Banking Business Services Catalog and Mail Order Chemicals Communications Computers & Peripherals Consumer Packaged Goods Consumer Services Data Providers Distributors Education Electronics Employee Benefits Energy Entertainment Environmental Financial Services Food Services Government Health Services Healthcare Hospitality HR Consultants q q q q q q q q q q q q q q q q q q q q q q q q q q HR Outsourcing Information Services Insurance Internet IT Consultants IT Outsourcing Manufacturing Media Medical Devices Not for Profit Packaged Goods/Products Paper Pharmaceutical/BioTech Publishing/Media Real Estate Retail Software Staffing Telecommunications Telemarketing Transportation Travel Utilities Wholesale Drugs Wholesaler Other Please indicate below if you would like to receive eNewsletters (latest news, articles, and case studies) from Synygy: Your needs Please indicate what areas you are most interested in improving within your company (check all that apply): q yes q no q q q q incentive compensation management sales force effectiveness (quotas, territories, etc.) workforce performance management other ____________________________________ 25 full event registration $1395 (per person) q Full Conference Team Pass ______________________________ $1095 (per person) q Full Conference Individual Pass ___________________________ (Three or more attendees from the same company receive a $300 discount. This offer cannot be used in conjunction with other promo codes.) q Synygy Clients _______________________________________ (Limit three registrants per client. Additional registrants: $695 each.) FREE Pre-Conference roundtables These moderated sessions are offered on Monday morning, the first day of the conference. Availability is on a first-come, first-served basis. Sign up early to ensure your place at the table. (Roundtables are offered to practitioners only.) q Interested in attending q Not interested in attending one Day Conference Pass If you would like to attend the conference for just a single day, use the One Day Pass Program! q Monday, October 16 _______________________________________ $795 q Tuesday, October 17 _______________________________________ $795 q Wednesday, October 18 _____________________________________ $495 exhibit Hall only Pass q Exhibit Hall Pass __________________________________________ $295 (This pass does not allow admittance into conference sessions, meals, or evening social events.) guest registration q Guest ticket for Tuesday evening social event ___________________ $50 per guest register early and save! enter the promo code listed above your name in the address panel to receive your discount. Payment fees Event Registration Promo Code Less Discount Guest Ticket(s) Total Due $ – $ $ $ method of Payment q Check enclosed (made payable to Synygy, Inc.) q Credit Card q Visa q MasterCard q American Express Name of card holder Card # Exp date frequently asked Questions Q: a: Q: a: Q: a: Q: a: Q: a: Q: a: Q: a: What is proper conference attire? Attire for all conference events is business casual. What is Miami weather typically like in October? Miami is quite comfortable in the fall. Highs are typically in the low-to-mid 80s; lows in the mid-to-high 70s. When and where will conference registration take place? Registration will commence on the InterContinental Mezzanine on Monday, October 16 at 8:00 am. Will I receive a conference attendee list? Yes, a final list of attending companies will be made available to all attendees at the conference. Will the hotel business center be available for use? What are the hours of operation? The hotel business center will be available for use during the following hours: Monday through Friday from 7:00 am – 7:00 pm Saturday from 9:00 am – 2:00 pm Will I receive copies of all keynote and breakout presentations? All presentations will be available online immediately after the closing session. At the discretion of the speakers, hardcopies may be available at the sessions. What meals will be provided during the conference? Breakfast, lunch, and refreshment breaks will be provided for attendees each day of the conference. The Monday and Tuesday evening social occasions are also food events. Return Service Requested 2501 Seaport Drive Chester, Pa 19013 It is more important than ever that your sales organization moves from merely managing performance to driving performance. The Sales Performance Conference offers attendees practical, actionable information to improve the effectiveness, performance, and motivation of their sales forces. Mark Stiffler President & CEO, Synygy • Do you want to improve sales force effectiveness? • Would you like to better align your strategy and your sales compensation plans? • Would you change sales force behaviors to improve sales performance? • Do you want a better understanding of how well your sales force is performing? • Are you ready to become a performance-driven sales organization? if you answered yeS to any of these questions, you belong at The Sales Performance Conference! register at www.SalesPerformanceConference.com today! register by august 7, 2006 and save $200 on the registration fee! When registering, enter the promo code listed above your name in the address panel to receive your discount.