Showcase: Sales Compensation 2018
Exhibition Information

Complimentary places reserved for (in-house) senior reward, sales and finance managers.

Europe's biggest sales compensation conference led by SalesGlobe's Mark Donnolo and Michelle Seger, bringing together leading sales effectiveness experts and senior practitioners in sales compensation management.


Sales Comp Conference brochure

Title: Sales Compensation 2018
Date: Tuesday 5th June 2018
Duration: One day
Brochure: Click here
Venue: 1 Wimpole Street, London W1G 0AE

Attend for free: 100 free tickets reserved for senior reward, sales and finance managers (in-house only; consultants etc who wish to attend: £345.00 + VAT). So if you have responsibility for sales compensation programmes in an organisation with more than 300 employees, apply now for one of our 100 complimentary places.

Titles qualifying for a complimentary ticket include:

  • Head of Reward; Director, Compensation; Director, Sales Compensation
  • Reward Manager; Incentive Manager
  • HR Director
  • Director, Sales Operations; Sales Director
  • Finance Director; Vice President, Finance
>>> Please email to request you free ticket (one per organisation; £195 + VAT for second ticket).


Hosted by E-reward, EUROPE’S BIGGEST sales compensation conference, led by the dynamic and crowd-pulling SALESGLOBE team, is back for its third year. It brings together leading sales effectiveness experts and senior practitioners in sales compensation management.

Learn during this seminar:

  • Sales compensation design: Challenges and best practices
  • Setting quotas: Methodology used, how to use and tools
  • Change management #1: Migrating your organisation from traditional products and services to cloud/Saas offerings
  • Change management #2: Growth through mergers and acquisitions

Plus your opportunity to participate in PANEL DISCUSSIONS – Sales performance management. Biggest trends in SPM differentiation.

SalesGlobe logo

We have brought together a world-class line-up of sales effectiveness thought leaders to share their expertise, experience and ideas. The conference is designed to help you pinpoint new and innovative ways to transform your sales effectiveness.

E-reward is delighted to announce our third annual conference devoted to sales incentive compensation. Once again, it will be presented by thought leaders from SalesGlobe, Mark Donnolo and Michelle Seger.


Xactly logo


Anaplan logo


Callidus logo


Optymyze logo



Xactly is the leading provider of 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


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 United Kingdom and India, OpenSymmetry has twice been recognised as one of Inc. Magazine’s Best Workplaces.

Tel: +44 (0) 800 756 6736


Anaplan is driving a new age of connected planning. Large and fast-growing organisations use Anaplan’s cloud platform in every business function to make better-informed plans and decisions, and to drive faster, more effective planning processes. Anaplan also provides support, training, and planning transformation advisory services. Anaplan is a privately held company based in San Francisco with 20 offices and over 175 expert partners worldwide.



CallidusCloud is the global leader in cloud-based sales, marketing, learning, and customer experience solutions. CallidusCloud enables organisations to accelerate and maximise their multi-product strategy with a complete suite of solutions that identify the right leads, ensure proper territory and quota distribution, enable sales forces, automate configure price quote, speed up contract negotiations, properly recognise revenue under ASC 606, and streamline sales compensation – driving bigger deals, faster. Over 5,800 leading organisations, across all industries, rely on CallidusCloud to optimise their multi-product strategy to close more deals for more money in record time.



Optymyze is revolutionising the performance of salespeople with data science, process automation, enterprise planning, and advanced analytics. We do this by motivating people to achieve sales goals; efficiently managing sales operations; predicting the performance of each sales person, and forecasting sales results and the cost of sales. By enabling clients to rapidly and efficiently adapt to change, Optymyze turns sales operations into a strategic advantage.



Leading companies choose IBM’s highly flexible and scalable Sales Performance Management solution to automate incentive calculations and provide online compensation statements and reporting for employees. A leader in the Gartner Magic Quadrant for Sales Performance Management, the IBM solution drives the right employee behavior as you increase operational efficiency, accuracy and auditability.

IBM Sales Performance Management provides:

  • Reports, dashboards, analytics and modelling
  • Automated processes, scheduling and task management
  • Work flow management and audit tracking
  • On-premise or cloud-based deployment

Tel: 07387134403


For the 2018 conference, we have completely refreshed both the content and format and will include the very relevant topic of change management. The SalesGlobe team will lead and present four unmissable sessions:

> Change management #1: Migrating your organisation from traditional products and services to cloud/Saas offerings.
> Change management #2: Growth through mergers and acquisitions.
> Sales compensation principles:
  • The biggest challenges – how they are changing; Things to consider when changing your compensation plan – upstream alignment;
  • ‘Sales Compensation Diamond’ – key points refresher.
> Setting quotas:
  • How to align quotas with the plan up-front: Methodology used, how to use and tools.

Together Mark and Michelle will facilitate the day, provide a series of four insightful sessions and introduce reward and sales operations practitioners to the sponsor and exhibitor sessions which will be dispersed throughout the day. The day will be content filled, rewarding and, above all, fun.

The conference will also feature special three panel discussions. These panels will include presentations by sales compensation professionals and thought leaders, offering a lively and enlightening discussion for all.

  • Panel #1: Sales performance management – Things to consider before, during and after. Plus knowing when it’s time to implement SPM.
  • Panel #2: The shift from selling legacy products and services to digitalised products, and SaaS.
  • Panel #3: Biggest trends in SPM differentiation – insights, gamification.


The event is expected to attract up to 100 senior reward and sales operations professionals from some of the leading brands and forward-thinking organisations in the UK and mainland Europe, providing you with a valuable opportunity to learn from your peers.

Job functions attending the event:

  • Head of Reward; Director, Compensation; Director, Sales Compensation
  • Reward Manager; Incentive Manager
  • HR Director
  • Director, Sales Operations; Sales Director
  • Finance Director; Vice President, Finance


Here's just a tiny selection of what delegates on our 2017 sales compensation conference said . . .

Insightful and thought provoking.
Very informative, well-presented sessions with content at the right level.
Knowledgeable, enthusiastic, experienced and confident. Great content.
Very good.
Loved the sales comp diamond.
Thought provoking and some really useful takeaways.
Really interesting topics.
I thoroughly enjoyed the day plus I felt it was informative. I would attend future events.
Good mix of theory and practical hints and tips/learnings from other businesses on their system implementations and the products on offer in this space.
Very enjoyable. Good opportunities to network.
Very insightful, especially Mark and Michelle’s segments.
Really enjoyed Mark and Michelle taking us through the sales comp diamond.
Mark and Michelle presentations – lots of things to think about with my own company.
Great topics of discussion.
Time away from the office to re-fresh sales comp knowledge as it’s not something I need to focus on every day in my current organisation. Reminding myself about good practice.
Useful tools to take back and help to communicate plan design.
Some of the ideas expressed by Mark were very useful and I will be following up on the notes I took.
Mark and Michelle were great hosts and good at presenting.
Clear and easy to listen to.
Really good presenters. Interesting topics, they clearly know their stuff.
I felt they knitted the day together and provide extremely useful insight blended with humour.
Would be interesting to see more.
Great content and good ideas, made me constantly challenge the things I do and I will read the book with great expectations.
Good info and useful content.
Well thought through programme.
The flow of sessions was well linked and built up to a rounded programme.
A really good balance.



Tuesday 5th June 2018
1 Wimpole Street, London





Mark Donnolo and Michelle Seger, SalesGlobe

  • What are the biggest challenges companies are facing, and how are they evolving over time?
  • Where we’ve been and where we’re going. What’s changing and why?
  • The upstream sales effectiveness considerations.


Mark Donnolo and Michelle Seger, SalesGlobe

  • The critical success factors when changing your incentive compensation plan.
  • Adding Structure: Diamonds are Sales’ Best Friend.


Noel Paton, Regional Sales Manager EMEA, Xactly

  • Improve planning, budgeting and forecasting processes
  • Reduce and manage operational costs and spending
  • Forecast and manage cash flow and revenue
  • Identify, manage, and reduce corporate risks and issues
  • Meet compliance, audit and regulatory requirements
  • Prioritise effort and focus staff on value-adding activities
  • Facilitate communication, collaboration and transparency
  • Enable faster, better, more-informed decision-making with comprehensive analytics and insights
  • Provide a foundation for company growth and scalability


  • A chance for refreshment whilst visiting our exhibitors


Led by Ray Wells, VP EMEA, OpenSymmetry

  • What are the key drivers for investing in SPM technology?


Mark Donnolo and Michelle Seger, SalesGlobe

  • Migrating your organisation and compensation from legacy products to your next generation.
  • How to manage your ‘cash cow’ business while introducing the new.
  • Sales role design and talent assessment: Understanding your talent inventory and finding the ‘breed that you need’.
  • Incentive compensation considerations.
  • Case study: company shift from legacy products and services to SaaS and electronic solutions offering.

12:30 LUNCH

  • Join us for lunch, networking and a chance to visit our exhibitors


Mark Donnolo and Michelle Seger, SalesGlobe

  • Navigating through M&A.
  • Cultural considerations.
  • Retaining and motivating your best talent through the transition and preparing them for what’s ahead.
  • Case study: International company, spanning more than 16 countries.


Rebecca Riley, Global Head of Reward, Travelex

  • Prepare to be mesmerised by the results Travelex has achieved just one year into their Anaplan partnership.
  • Learn how Travelex has simplified sales-incentive administration, significantly reduced manual processes, and opened up performance insights to their frontline teams through Anaplan dashboards and Workday integration.

Rebecca will share with you how Travelex’s dedication to innovation, passion for people, and combination of classic incentives and ground-breaking gamification has transformed retail engagement.


Mark Donnolo and Michelle Seger, SalesGlobe

  • Top quota challenges.
  • Balancing market opportunity and sales capacity.


  • A chance for refreshment whilst visiting our exhibitors.


Led by Jon Clark, Director, Strategy Services EMEA, OpenSymmetry

  • What is the next big development for SPM Technology?
  • What should we be looking out for/what is leading edge?


Mark Donnolo and Michelle Seger, SalesGlobe

  • Taking a market-based approach to increase your ability to reach goal.


Led by Ray Wells, VP EMEA, OpenSymmetry


Mark Donnolo and Michelle Seger, SalesGlobe





Mark Donnol photo

Mark is a founder and Managing Partner of SalesGlobe, a sales effectiveness consulting firm that works with major sales organisations on sales strategies to grow revenue. SalesGlobe focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of sales, marketing, and service organisations. Areas of focus include sales strategy, customer segmentation, channel strategy, sales organisation design and deployment, performance management, and incentive compensation.

Mark’s work spans several industries including technology, telecommunications, business services, manufacturing, staffing, and financial services, in the USA and Europe. Previously, Mark was:

> Senior Vice President with MarketBridge, leading the firm’s sales effectiveness practice.

> Partner and Senior Vice President with Sibson Consulting, where he was on the firm’s management team and led its sales and marketing effectiveness practice.

> Vice President with The Alexander Group.

> Consultant with Siegel & Gale/Saatchi & Saatchi, an international marketing and advertising firm.

> Co-founder and CEO of Biltmore Communications.

> President of InfraStream, a venture-funded VoIP service provider.

Mark is a regular conference speaker on sales compensation and is the author of numerous articles in publications that include Fortune, CFO Magazine, Sales & Marketing Management, Selling Power, Success, Telecommunications, Telephony, Investment Property, Velocity, Workspan, American Way, and Marketing News.

His recent books on sales effectiveness and reward include: Essential Account Planning: Five keys for helping your sales team drive revenue (ATD 2017); What Your CEO Needs to Know About Sales Compensation: Connecting the corner office to the front line (AMACOM 2013); The Innovative Sale: Unleash your creativity for better customer solutions and extraordinary results (AMACOM 2014).


Michelle Seger image

Michelle is the Global Sales Strategy and Change Management Practice Leader for SalesGlobe. She is known for her unconventional thinking style, ability to identify with her clients and successfully navigate an organisation through change. As a previous business owner of an international retail franchise, she understands the challenges business leaders face in a complex global business model. Considered an expert in her field, Michelle is a keynote and conference speaker and is frequently quoted in the national business and trade media on current and changing business trends that impact people, shape behaviors and drive performance and culture.

Michelle is a management consulting professional with broad industry experience that includes manufacturing, retail, financial services, consumer products, telecom, hospitality, auto, and technology. Previous experience highlights:

> President and CEO of 'La Bottega di MammaRo' and 'Tuscan Table', a retail kitchen wares, home furnishings, and residential home remodeling business

> Vice-President of New Product Innovation for Elavon, a global financial services company specialising in payments solutions

> Co-founder and Managing Partner of Relevance, a technology services provider

> Senior Manager, Accenture

> Managing Consultant, RGP

> Customer Service Manager and Process Improvement Lead, Georgia-Pacific Corp


Jon Clark
Jon Clark
Director, Strategy Services EMEA, OpenSymmetry

Jon is an experienced sales performance management (SPM) and reward consultant working with business leaders at organisations of all sizes to design and implement effective SPM solutions. He has over 15 years of experience working on projects based in the UK and around the globe. Jon supports chief executives, reward professionals, and sales leaders in the development of operational processes, salesforce initiatives, total reward strategy solutions, pay and grading structures, and performance management systems. His experience spans multiple industries including financial services, telecom, media, hi-tech, manufacturing, not-for-profit, and professional services.

Noel Paton
Noel Paton
Regional Sales Manager EMEA, Xactly

With over 30 years of experience in software sales at enterprise level, Noel is extremely well-versed in helping companies achieve outstanding sales behaviour. As a Member of the Chartered Institution of Marketing with an MBA from the Open University, he is a valuable and influential member of the Xactly team. Having spent the last 10 years in the incentive compensation management (ICM) space, Noel has in-depth knowledge of all the major market vendors, and even set up his own specialist consultancy business. A Belfast-born family man, Noel has been happily married 33 years and has four children.

Ray Wells
Ray Wells
VP EMEA, OpenSymmetry

Ray has over 15 years of experience in the sales performance management (SPM) space. As the VP of the EMEA region, he is responsible for operations within the region. This includes overseeing growth efforts as well as a maintaining a priority focus on customer advocacy and success. Previously, Ray managed the implementation services team in EMEA before establishing, expanding and managing the OpenSymmetry global managed services team.

> A unique opportunity to demonstrate your products, services and solutions to an audience of senior-level reward and sales operations professionals from leading UK-based and European businesses.
> A range of sponsorship options that will help you connect with the audience you need.
> Europe’s only conference dedicated to sales compensation.

If we can help you with any questions about our sponsorship packages, please call us on +44 (0)161 432 2584, or email:

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.


This year's conference is taking place at 1 Wimpole Street, home of the Royal Society of Medicine, in central London.

The schedule


Registration starts from 8.15am. The conference will close at about 6.00pm. The full conference programme can be found on our web site.


All of the available speaker presentations for the conference will be added (in PDF format) to a special page on the E-reward web site, accessible to delegates only. We will email you details about how to download them as soon as we receive the presentations from the speakers.

If any speakers are unable to get their notes to us on time we aim to email them to you the day after the conference.

No hard copies of the documentation will be available on the day of the conference. We will, of course, be providing plenty of notepaper and pens for note taking during the day.

Special requirements

Please let us know if you have any special requirements as soon as possible so we can plan accordingly.

The venue

1 Wimpole Street
London W1G 0AE
United Kingdom

Getting there

1 Wimpole Street is centrally located, and easily accessible by all forms of transport. It is situated just off one of the main shopping streets in London (Oxford Street), behind the John Lewis store.

By London Underground

  • Oxford Circus station (Victoria, Bakerloo, Central lines): 5 minutes’ walk
  • Bond street (Central, Jubilee lines): 5 minutes’ walk
  • Great Portland Street (Hammersmith & City, Circle lines): 15 minutes’ walk

By bus

Nearest bus routes (all within walking distance):
6, 7, 10, 13, 15, 23, 25, 30, 55, 73, 94, 98, 113, 137, 139, 159, 175, 189, 274, 390.

London airports

London is served by five main airports, from the UK's main gateway at London Heathrow to London City Airport in the Docklands. For information on getting to and from London airports to Holborn in central London, visit Transport for London at

Hotel accommodation

Delegates are responsible for their own accommodation.



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Last updated: 15th December 2017.