:: Brand new, cutting-edge conference led by the world’s leading expert in sales compensation solutions.
:: The event is designed to help delegates gain new insights into leading-edge practices for this mission-critical pay programme.
:: Join our world-renowned host, Alexander Group’s David Cichelli, to explore the challenges and solutions to creating effective sales compensation programmes.
:: Delegates will learn from David’s extensive work with hundreds of sales organisations. David has presented instructional programmes throughout the world – Dubai, Hong Kong, South Africa, Paris, London and the US – and his best-selling book, Compensating the Sales Force, has been translated into multiple languages.
:: Europe’s biggest conferences dedicated exclusively to sales compensation is back – completely redesigned for its fifth successful year.
:: High-calibre audience of 100+ senior reward and sales operations practitioners from leading companies.
Hosted by E-reward, the UK’s biggest sales compensation conference is back to show professionals the best way to get sales compensation right. Join us for our fifth annual sales compensation conference, this year led by David Cichelli of the Alexander Group, a world-leading expert in sales compensation solutions with guru status.
:: Gain understanding from David’s 25 years of extensive survey-based research.
:: Understand how your growth rate affects your sales department’s mission and pay programme.
:: Learn best-practice sales compensation design principles.
:: Follow proven sales compensation design practices to craft the right pay programme for your sales team.
We are hugely delighted to announce that David Cichelli will be leading this year’s event. Few serious students of sales compensation can have escaped the influence of David Cichelli, whose best-selling book, Compensating the Sales Force, remains a core handbook for those working in sales rewards. Based in Arizona, David’s experience, knowledge and highly-practical insights into sales compensation shine through in his work. A rare richness comes from his long perspective, experience and 25 years of extensive survey-based research.
He will bring his wisdom to help drive delegates’ sales growth objectives with powerful sales compensation programmes. David has instructed thousands of sales compensation stakeholders to create best-in-class pay programmes for sales talent. He is, without doubt, the leading authority on using sales compensation to reward seller success. David's eidely recognised by world-class sales teams, national professional associations and trade publications for his work in linking sales compensation to management’s objectives. He’s a frequent speaker on sales compensation topics and the author of WorldatWork’s sales compensation classes.David contributes his consulting experience to a wide array of sales organisations. His clients include leading companies across corporate America and Europe. David helps clients redefine and deploy go-to-customer solutions to achieve their revenue objectives through the co-ordination of marketing, sales and service resources. He is the Alexander Group’s sales compensation practice leader.
Don’t miss this one-of-a-kind conference offered to the UK and EU sales compensation community.
Hear new insights into leading-edge practices for this mission-critical pay programme from the world’s leading expert in sales compensation solutions.
If you are in sales leadership, sales operations, HR or finance, this is the event for you. Network with other leading practitioners, gain insight from our subject matter expert, David Cichelli. Learn the latest innovations in sales compensation automation solutions from our valued partners.
Your sales compensation plan needs your attention. Incentive plans for sales teams can quickly become dated, misaligned and ineffective. Delegates will gain these insights:
:: Why sales compensation works.
:: Why sales compensation must change.
:: Why you need a process to guide your sales team to the next level of effectiveness.
:: Why you must lead the process to ensure programme success.
You may already have a successful compensation programme. However, you need to keep it that way. Understand why sales compensation plans evolve. Revenue leadership must be diligent to revise pay plans to align with changing business strategies.
Bring courage to change management. Use leadership change methods to encourage sales personnel to embrace small and sometimes large changes to the pay programme. Recognise that great job design is the heart of sales effectiveness. Sales compensation supports the sales job charter. Get the job right, and the pay plan is easy to configure. Your goal: Learn from others, identify action steps and apply new solutions to reward your sellers. Bring your questions. Join us and attend this exceptional one-day conference!
If you are a senior reward, finance or sales operations manager (in-house only) apply for a free ticket to attend this event. We have 100 free tickets reserved for senior reward, HR, sales and finance managers (in-house only). Just £300 + VAT for all other delegates.
Job titles qualifying for a complimentary ticket include:
:: Reward Manager; Sales Incentive Manager; HR Manager
:: Head of Reward; Director, Compensation and Benefits
:: Director, Sales Operations; Sales Director
:: HR Director
:: Finance Director; Vice President, Finance
*** No more than two guest tickets per organisation. ***
Each conference ticket gives you attendance for one person only to all of the speaker presentations for the duration of this event, and includes breakfast, coffees, teas, lunch, as well as conference materials. Travel and accommodation are not included. For more information, email: email@example.com
If you are a senior reward, HR, finance or sales operations manager (in-house only) apply for a free ticket for our fifth annual sales compensation conference. We have 100 free tickets reserved for senior reward, sales and finance managers (in-house only). Just £300 + VAT for all other delegates.
*** No more than two guest tickets per organisation. ***
David Cichelli, Alexander Group
Every year, 90% of all companies change their sales compensation programme. Why? Sales departments use numerous programmes and sales enablement solutions to drive revenue growth. Sales compensation is one of the primary drivers of sales success. Yet, why does it change so often?
Here are the five truths about sales compensation programmes.
David Cichelli, Alexander Group
What's the best sales compensation programme? It depends on the revenue growth of the company. High-growth companies use one set of sales comp solutions, while slower growth companies use different pay programmes. Learn how the four phases of revenue growth – 1. Start-up, 2. Scaling, 3. Re-evaluation and 4. Optimisation – influence features of sales comp plans. Understand why special sales programmes, such as solution selling, new product focus and insight-led selling, need new sales compensation solutions.
David Cichelli, Alexander Group
Attend this session to learn how to build effective sales compensation formulas, avoid unintentional payouts and assess proposed incentive formula designs.
David Cichelli, Alexander Group
Less than effective sales compensation programmes suffer from poor design decisions. Powerful and aligned sales compensation plans subscribe to a set of company-defined building codes – that is, well-documented sales compensation design principles. Learn how HR-sponsored ‘fixed designs’ and standardised jobs can imperil a sales organisation. Use these best-of-breed principles to build effective sales compensation plans that are simple, easy to understand and reward the right results. Edit the suggested ‘Guide to Sales Compensation Design’ for application at your company!
David is a recognised thought leader, author, speaker and instructor regarding sales-effectiveness challenges and solutions. He is a senior vice president of the Alexander Group, a revenue growth consulting firm. He contributes his knowledge and experience to a wide array of sales organisations and has worked with hundreds of these organisations to structure, manage and deploy winning sales functions. The Alexander Group’s Revenue Growth Model™, helps ensure and sustain alignment between customers and sellers.
David is internationally known for his strategic insights into the growth and evolution of sales entities as they serve expanding business unit ambitions in ever-challenging markets. His most recent book is The Sales Growth Imperative, published by McGraw Hill. In this book, readers learn how to use the Sales Growth Model™ to select the right sales strategies through different phases of growth. Additionally, he is a world-renowned expert in sales compensation and acts as the firm’s sales compensation practice leader. Widely recognised by US professional associations and trade publications for his work in linking sales compensation to management’s objectives, David is a frequent speaker on sales compensation topics. His audiences include corporate, industry associations, trade shows and those seeking continuing education.
He is author of the best-selling book, Compensating the Sales Force, published by McGraw Hill. David’s experience and knowledge in sales compensation shine through in this book. Often referred to as the ‘must-have’ book for those working in sales compensation, this publication offers industry analysis, thought leadership and practical tips. In addition, David has authored numerous articles for industry publications, including: Workspan, Selling Power; Sales and Marketing; BAI Banking Strategies; and SGIA Journal.
His work as an instructor includes developing and teaching sales compensation courses for WorldatWork. David has also served on the faculty at the Merage Foundation at the University California, Irvine, and Columbia University.
David has been with the Alexander Group for more than 25 years. His previous experience includes the role of field sales support for an industrial chemical company and as a sales compensation practice manager for a large HR consulting firm. David has a BA from Pennsylvania State University and an MS from Michigan State University.
Get in touch for delegate lists from our previous events and information about the senior reward practitioners and decision-makers who attend. We deliver brilliant reward conferences. The quality and seniority of our audience is hard to beat – all potential customers standing right in front of you. If we can help you with any questions about our sponsorship packages, please call us on +44 (0)161 432 2584, or email: firstname.lastname@example.org
Varicent helps clients accurately track, manage, and report on sales processes through the industry-leading sales performance management (SPM) solution. Offering business tools for incentive compensation management, territory, quota, MBO and channel management, Varicent’s augmented intelligence-powered platform enables customers to see and address sales trends, problem areas, and opportunities, by predicting outcomes and prescribing actions to optimise revenue.
Established in 2003, Varicent innovated the sales performance software industry and develops solutions for Fortune 500 clients in high-tech, financial services, medical devices, pharmaceuticals, entertainment, hospitality, media, telecommunications and transportation. Visit Varicent.com to learn how Varicent significantly impacts bottom-line efficiencies and top-line results.
Xactly is the market leader of on-demand enterprise-class, cloud-based, incentive commission solutions for employee and sales performance management. Our vision is to change the world of incentives. We address a critical business need: to incentivise employees and align their behaviours with company goals. Our solutions allow organisations to make better strategic decisions, optimise behaviours, increase sales and employee performance, improve margins, increase operational efficiencies, mitigate risk, design better incentive/sales bonus plans, and reduce error rates in incentive commission calculations. We believe in the power of incentives to help companies, their employees, and their partners build stronger relationships and achieve more.
Tel: 0800 901 2555
Happiness is the best driver for success. Our mission is to make the workforce of our customers happy. beqom drives happiness by allowing business managers to lead, align, and motivate employees and partners. The beqom Total Compensation platform is used globally across all industry sectors by over 100 large companies such as Microsoft and Vodafone. It addresses all performance and compensation aspects such as salary review, bonus, long-term incentives, commissions, benefits, non-cash rewards and all key drivers towards employee performance and sales performance. HR, sales and finance leverage our platform to drive performance, retention, cost optimization, efficiency, compliance and … happiness among their people.
To arrange a meeting with the beqom team during conference, please visit: www.beqom.com/e-reward-sales-compensation-symposium-2020
Tel: +44 203 668 6837
OpenSymmetry is a global consulting company that specialises in the planning, implementation and management of sales performance management (SPM) solutions supported by the industry’s leading technology suppliers. Since 2004, OpenSymmetry has enabled its customers, ranging in size and industry, to achieve greater operational efficiency and get better sales results. With seven consecutive years on the Inc. 5000 list of the fastest-growing private companies in America, OpenSymmetry has successfully delivered over 1,500 projects around the world. Headquartered in Austin, Texas, with offices in the UK and India, OpenSymmetry has twice been recognised as one of Inc. Magazine’s Best Workplaces.
Tel: +44 (0) 800 756 6736
Grand Connaught Rooms, 61-65 Great Queen Street, London WC2B 5DA: www.devere.co.uk/grand-connaught-rooms
Situated near Covent Garden and Holborn, Grand Connaught Rooms with its palatial interiors, crystal chandeliers and central London location is well known as the home of the FA, hosting showcase events for The British Racing Drivers Club, and is famous for its red-carpet events.
Grand Connaught Rooms is in the heart of Covent Garden just minutes from Holborn tube station (Piccadilly and Central lines) and Covent Garden (Piccadilly), offering direct access to Heathrow. It’s just a short taxi ride from London Euston, Kings Cross and St Pancras International train stations. The venue is over the bridge from Waterloo Station, a 15-minute walk away.
For senior reward, HR, finance or sales operations manager (in-house only) tickets are free of charge; consultants etc charged at £300 + VAT per delegate. Each conference ticket gives you attendance for one person only to all of the speaker presentations for the duration of this event, and includes breakfast, coffees, teas, lunch, as well as conference materials.
Travel and accommodation are not included.
*** No more than two guest tickets per organisation. ***
You will receive your Event materials on arrival for the first day of the Event.
Some Events – for example our Sales Compensation Symposium 2020 – are offered to attendees at no cost or at heavily discounted rates because they are sponsored by outside parties. As you can imagine, hosting a major conference in a lavish central London venue with lots of lovely food and drink and completely free attendance costs a huge amount of money. This is where our sponsors come in. They have generously funded the speaker fees and speakers travel costs, as well as the cost of the entire conference so that we can offer free places for 100+ delegates.
In these situations, the outside sponsor will receive a list of those who registered to attend the Event (name, job title, organisation, email and phone number). You may therefore receive periodic emails from these reputable companies. By submitting your registration to attend the Event you agree to be bound by these terms to the exclusion of all other terms. If you do not agree to be bound by these terms E-reward.co.uk Ltd will be unable to accept your registration.
These terms and conditions apply between the person, firm, company or other entity specified on your booking form and E-reward.co.uk Ltd (company number: 4281768). Registered in England and Wales. Registered office 33 Denby Lane, Heaton Chapel, Stockport, Cheshire SK4 2RA, United Kingdom for delegate registrations for E-reward Conferences and E-reward Showcase Events specified on your booking form (‘Event’).
You understand that by registering to attend the Event, you consent to providing that exhibitor or sponsor with your personal data as disclosed when registering. You consent to the transfer to and further use and processing by the exhibitor of your personal data in compliance with all applicable personal data and privacy laws and regulations.
You consent to this personal data being used to contact you about their products or services and understand that this partner or sponsor may transfer this data outside of the European Economic Area for these purposes and you consent to such transfer of your data. By ticking this box you confirm that you agree to our terms and conditions applicable to your visit at our Events and acknowledge we will share personal data which you provide to us with selected third parties who fund this event.
You also understand and agree that your personal data may be held and used by the organiser of this event, and any third party hosting provider acting on its behalf, in order to stage the event and to analyse visitor experience with a view to improving the event experience for participants.
Complimentary places are offered on the acceptance of the condition that if you are no longer able to attend, you notify E-reward.co.uk in writing by email (to email@example.com) no later than Monday, 1st June 2020. Should you fail to notify us in writing by this date you agree to pay a cancellation fee of £195.00 + VAT. Failure to attend the event will be subject to the same terms. Name changes are accepted at any time before the event.
We need to impose these cancellation charges as, at such a late stage, we are unable to obtain any refund for your delegate and catering/drinks reception fee from the venue.
You will pay E-reward.co.uk Ltd any fees specified in your booking form for the Event. Payment to E-reward.co.uk Ltd in GBP British Pounds is by BACS, wire transfer, cheque or credit card. It is a condition of booking that payment must be received by E-reward.co.uk Ltd before the start of the Event or no later than 30 days from the date of invoice, whichever is sooner. If payment of your fees in full is not received before the Event, E-reward.co.uk Ltd may (at its sole discretion) either require such payment as a condition of your entry to the Event or refuse you entry to the Event.
Paying conference delegates who advise E-reward.co.uk of their cancellation in writing via email (to firstname.lastname@example.org) before 12 noon, Monday 11th May 2020 will have their fees refunded – less an administration charge of 25% of the course fees. No refund will be made for cancellations received after that date. Failure to attend the conference will be subject to the same terms.
Substitutions with employees from your organisation are welcome at any time at no extra charge. You must email any substitutions (to email@example.com) prior to the date of the Event.
Prices for each Event, where applicable, are correct at the time of publication. We reserve the right to change the prices at any time but changes will not affect registrations which have already been confirmed by E-reward.co.uk Ltd.
Each conference ticket gives you attendance for one person only to all of the speaker presentations for the duration of this event, and includes breakfast, coffees, teas, lunch, drinks reception, as well as conference materials. Travel and accommodation are not included.
All bookings are subject to value added tax (VAT) at 20%. You shall, on receipt of a VAT invoice from E-reward.co.uk Ltd, pay to E-reward.co.uk Ltd such additional amounts in respect of VAT as are chargeable on the supply of the Event.
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:
The Event programme is correct at the time of going to press. E-reward.co.uk Ltd reserves the right to change the format, speakers, venue location and programme or any other aspect of the Event at any time and for any reason, whether or not due to a Force Majeure event, in each case without liability.
‘Force Majeure Event’ means any event arising that is beyond the reasonable control of E-reward.co.uk Ltd including (without limitation) speaker or participant cancellation or withdrawal, supplier or contractor failure, venue damage or cancellation, health scares, industrial dispute, governmental regulations or action, military action, fire, flood, disaster, civil riot, acts of terrorism or war.
E-reward.co.uk Ltd reserves the right to change the date or cancel an Event at any time and for any reason without notice. Where circumstances force E-reward.co.uk to cancel an Event, E-reward.co.uk Ltd shall offer you the option of attending any rearranged Event that E-reward.co.uk Ltd chooses to organise.
If you do not wish to accept this offer, then you will (as your sole remedy) be entitled, at your discretion, to receive either a credit note or a refund in respect of your fees received by E-reward.co.uk Ltd for that particular Event.
However, where the Event is postponed for reasons due to a Force Majeure event, any of your fees received by E-reward.co.uk Ltd shall be applied to any rearranged or rescheduled Event and all these Terms and Conditions shall apply to any such transferred booking.
To the fullest extent permitted by the applicable law, E-reward.co.uk Ltd shall not be liable to you for any loss, delay, damage or other liability incurred resulting from or arising in connection with the cancellation or date change of the Event howsoever arising or any venue change.
For the avoidance of doubt, you acknowledge and agree that should the Event date be changed or cancelled, E-reward.co.uk Ltd is not liable for any travel or accommodation costs you may have incurred.
To the fullest extent permitted by the applicable law, E-reward.co.uk Ltd excludes:
If E-reward.co.uk Ltd is liable to you for any reason, its total liability to you in relation to the Events (whether under these terms or conditions or otherwise) is limited to the amount of your fees received by E-reward.co.uk Ltd.
Views expressed by the Event speakers are their own. All advice provided at this Event is for general guidance only. Any Event delegates relying on information or advice given in the Event of such training do so at their own risk.
E-reward.co.uk reserves the right to amend these terms and conditions from time to time. However, you will be subject to the terms and conditions in force at the time you submit your registration.
These Terms and Conditions were last updated: 7th FEBRUARY 2020.
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