Date: Thursday, 1st October 2015
Duration: One-day conference
Venue: Institute of Directors, 116 Pall Mall, London SW1Y 5ED
Fees: £695 + VAT
Whether you're a sales, human resources, reward or risk professional, if you're involved in sales incentives, you need analytical tools, data-driven information, and hands-on solutions to drive sales return-on-investment and take your program to the next level.
Attend WorldatWork's European Sales Effectiveness & Rewards Summit to learn from industry leaders and expert practitioners in sales rewards.
What's the secret to creating effective sales compensation plans? During this session we will share proven time-tested sales compensation design principles. Use these principles to evaluate, build and model sales compensation programs at your company. We will explore how powerful and aligned sales compensation plans use design principles, such as on-target-earnings, mix, leverage, thresholds, caps and linked formula types to craft winning reward programs for sales personnel. We'll also discuss how these design principles apply to all business units regardless of product type, business maturity, and location. By understanding and leveraging these design principles you can build effective compensation plans that are simple, easy to understand, and reward the right results.
Join us as we conclude the conference with a highly interactive working session. We will focus on bringing together everything we have discussed throughout the event and provide an opportunity for you to identify next steps for applying these concepts and ideas at your organization.
The session will include:
Ron Burke, Director, Sales Effectiveness & Rewards, Towers Watson
David Cichelli, Senior Vice President, Alexander Group Inc.
Jon Clark, EMEA Strategy Services Director, OpenSymmetry
Justin Lane, Director, Strategic Services & Partner Marketing, Xactly Corp
Ronald G. Burke leads Towers Watson's Sales Effectiveness & Rewards practice for the Europe, Middle East and Africa region. He has more than 20 years of consulting experience that includes the design and implementation of high-impact sales reward programmes, clarification of sales processes and roles, sales organization design, salesforce engagement research, and the development of engaging and motivating salesforce communication programs. Much of his work involves the design and implementation of multi-country and/or global sales incentive frameworks and programs.
Burke's clients span a variety of industries, including automotive, chemicals, consumer products, financial services (including banking, insurance and investment management), high technology, media, medical products, pharmaceuticals, retail and telecommunications. In addition, he has worked with professionals who sell to a wide range of customer segments, including those selling to key/major accounts, global accounts, labor unions, governmental bodies, middle-market companies, small businesses and direct to consumers. Based in London, his experience includes work with global and local projects throughout Europe, the Middle East, North America, Latin America and Asia.
He has been a featured speaker on sales management issues at a variety of conferences and seminars sponsored by such organizations as the American Marketing Association, the Bank Administration Institute, the Eye for Pharma European Sales Effectiveness Conference, the Financial Institutions Insurance Association, the Sales Institute of Ireland and the Society of Actuaries. Burke is also a contributing author to the Sales Compensation Handbook (second edition), published by the American Management Association.
Burke earned a master's degree in international affairs with a concentration in international banking and finance from Columbia University. He holds a bachelor's degree in development studies with a concentration in economic and political development from the University of California at Berkeley.
David Cichelli, CSCP, is Alexander Group's principal thought leader regarding sales effectiveness challenges and solutions facing sales organizations during different stages of growth. He is a frequent speaker, author and instructor on sales management issues. Cichelli helps clients develop sales strategy solutions that ensure alignment between corporate sales objectives and sales resources. Additionally, he is the firm's sales compensation practice leader and a nationally recognized expert in sales compensation. Cichelli is author of the 2010 book, The Sales Growth Imperative from McGraw-Hill, which is based on the Alexander Group's experience working with successful sales entities. He also wrote the bestseller, Compensating the Sales Force, from McGraw-Hill, which is now in its expanded and revised second 2010 edition. He developed and still teaches the one-day class on sales compensation for WorldatWork, the association of total rewards professionals.
Cichelli has been with the Alexander Group for more than 20 years. His previous experience includes field sales support for an industrial chemical company and sales compensation practice manager for a large HR consulting firm. Cichelli earned his bachelor's degree from Pennsylvania State University and his master's degree from Michigan State University.
Justin Lane is a proven manager with a 14-year record of achievement in leadership and business management within the sales performance management and incentive management consulting industry. He is focused on client success by providing expertise in integrating the people, processes, and technologies for aligning resources, improving decision making, and motivating behavior. He has helped clients assess, select, roadmap, and implement enabling technology and transform compensation administration and design teams into centers of excellence. Lane is highly regarded for providing both strategic and tactical direction, and driving valued added results throughout the organization. Beqom provides performance and compensation management software solutions that covers any part of total compensation management. On the sales side, it includes sales performance and incentive management. On the human resources side, it includes employee performance, salary review, bonus, long-term incentives and recognition.
Jon Clark is the EMEA Strategy Services Director at OpenSymmetry and joined the team in 2009. He is an experienced SPM/Reward consultant working with business leader in leading organizations to design and implement SPM solutions. He has 15 years experience working on UK-based and international projects and works with Chief Executives, HRDs, and Sales leaders to design reward and SPM reward solutions including operational process, salesforce initiatives, total reward strategy solutions, pay and grading structures and performance management systems. Jon's experience is cross-sector including financial services, telecoms, media, hi-tech manufacturing, not-for-profit, and professional services.
Please visit the WorldatWork web site for sponsorship details: click here
The Corinthia Hotel
10 Whitehall Place, London
SW1A 2BD
www.corinthia.com
Approximately a 10-minute walk to the venue.
Average cost will be GBP 510 including taxes.
Haymarket Hotel
1 Suffolk Place
London
SW1Y 4HX
www.firmdalehotels.com
Approximately a one-minute walk to the venue.
Average cost will be GBP 450 including taxes.
W London Leicester Square
10 Wardour Street
Leicester Square
London
W1D 6QF
www.wLondon.co.uk
Approximately a five-minute walk to the venue.
Average cost will be GBP 450 including taxes.
Sofitel London St James Hotel
6 Waterloo Place
London
SW1Y 4AN
www.sofitelstjames.com
Approximately a one-minute walk to the venue.
Average cost will be GBP 420 including taxes.
Thistle The Royal Trafalgar Hotel
30 Orange Street
London
WC2H 7HH
www.thistle.com
Approximately a three-minute walk to the venue.
Average cost will be GBP 300 including taxes.
Delegate fee: £495 + VAT if you book before 30th June 2015; £695 + VAT per delegate for bookings made after 30th June 2015.
All bookings are subject to VAT taxed at 20%.
It is a condition of booking that payment must be received by E-reward.co.uk before the start of the conference or no later than 30 days from date of invoice, whichever is sooner.
Each ticket covers attendance for one person only for the duration of this one-day event, and includes attendance at all of the sessions, coffees, lunch and teas, as well as conference documentation. This is a fixed fee applicable for full or partial attendance.
We understand and will exercise our statutory right to interest and compensation for debt recovery costs under the late payment legislation if we are not paid according to agreed credit terms. Under the Late Payment of Commercial Debts [Interest] Act 1998 – as amended and supplemented by the Late Payment of Commercial Debts Regulations 2002 (to incorporate the features of European Directive 2000/35/EC) – we are entitled to charge:
Conference delegates who advise E-reward.co.uk of their cancellation in writing via email (to paul@e-reward.co.uk) before 12 noon, Tuesday 1st September 2015 will have their fees refunded – less an administration charge of 25% of the course fees. No refund will be made for cancellations received after 12 noon, Tuesday 1st September 2015. Failure to attend the conference will be subject to the same terms.
Name changes are accepted at any time before the event. However name changes received in the week before the event may not appear on the delegate list in the conference packs at the event.
Any bookings received in the week before the event are very welcome, but names may not appear on the delegate list in the conference packs at the event.
Final conference details and a venue location map will be emailed to conference delegates at least three weeks before the event.
For a suggested list of hotels near the conference venue, click here: click here