Speakers
 Partha Anbil, Senior Principal, IMS Health
Partha Anbil is a Senior Principal with IMS Health Management Consulting in Sales and Account Management practice. Mr. Anbil has over 15 years of Management Consulting experience, principally at BearingPoint, formerly KPMG consulting, PricewaterhouseCoopers (PwC) LLP and Deloitte Consulting. He has consulted and counseled clients in structuring solutions for strategic, operational, and organizational challenges and issues and has experience in consultative selling to clients. He has consulted for pharmaceutical companies in the areas of sales diagnostics, sales strategy, segmentation and targeting, sales force size, structure and alignment, and incentive and compensation plans. He has also counseled on the gamut of strategic, analytical and operational, and CRM issues.
 Rob Barham, Head of Sales, Imparta
Rob Barham, Head of Sales with Imparta, has spent his career as a salesperson and in developing sales and marketing capabilities in companies. Mr. Barham moved to Imparta from his previous role as CEO in TACK International, a long-established player in sales training. Starting in a sales role after University, he moved into account management in logistics company DHL International where he succeeded in building DHL’s business by creating innovative solutions for major clients such as Midland Bank. He then ran his own sales and marketing business and was a sales and marketing director for a packaging company before joining TACK as Sales Director in 2003, and becoming CEO nine months later.
 Scott Barton, Senior Consultant-Sales Effectiveness & Compensation, Watson Wyatt Worldwide
Scott Barton is a senior consultant with Watson Wyatt Worldwide’s Sales Effectiveness and Compensation Practice, and a member of the firm’s Strategic Rewards Practice. Mr. Barton has specialized in sales force effectiveness programs for over ten years. His primary areas of emphasis include incentive compensation program design and execution, organizational effectiveness, change management, and broad-based compensation and performance management. Projects include alignment of compensation approach with evolving company strategy, customer segmentation and channel optimization, quota management and technical performance system development and implementation. Industry expertise includes financial services, retail, technology, food and hospitality, and telecom.
 Rob Bentley, Senior Consultant, Hewitt Associates
Rob Bentley is a Senior Consultant with 11 years of experience helping companies improve sales performance plus eight additional years of related industry experience. Mr. Bentley has extensive client work in sales compensation design and linking rewards to business strategy, with over 200 companies/projects across all industries. He also is experienced in broader areas of sales effectiveness. Mr. Bentley is the author of LTI Practices for Sales Roles and Sales Force Stock Option study; frequently quoted on sales compensation (Sales & Marketing Management, Selling Power, etc.). He received a B.A. from the University of Michigan and an M.B.A. from Northwestern University.
 Mark Bernstein, Senior Director-Sales Planning, Wyeth Pharmaceuticals
Mark Bernstein is Senior Director Sales Planning for Wyeth Pharmaceuticals. In this role, Mr. Bernstein is responsible for supporting Wyeth's 3000+ field sales organization. His specific areas of responsibility include teams that address sales force sizing, alignments, targeting, and sales incentives. In the last 2 years he participated in a sales reorganization which also involved the design of new sales incentive plans. While at Wyeth he has also held management positions in Information Services, Finance, Managed Care Contracting, Sales Analysis, and Sales Force Effectiveness.
 Ted Briggs, National Thought Leader-Sales Effectiveness & Compensation, Watson Wyatt Worldwide
Ted Briggs serves as the National Thought Leader for Watson Wyatt’s Sales Effecitveness and Compensation Practice. He is a nationally recognized expert in sales effectiveness and sales compensation consulting. Mr. Briggs is the co-author of the recently published WorldatWork book entitled Sales Compensation Essentials: A Field Guide for the HR Professional . Mr. Briggs leads client engagements which complement profitable growth strategies including: the design of new sales models and related sales and customer contact jobs, development of supporting management programs including performance management, sales compensation and facilitation of initiatives designed to ensure successful implementation of change.
 Kim Cannon, Senior Vice President-Rewards & Benefits, Washington Mutual Bank
Kim Cannon has been with Washington Mutual since 2001. Ms. Cannon oversees all of WaMu’s pay and corporate bonus programs, including Review Administration, Leadership Rewards, Incentive Plans, Recognition, Retirement, Health and Welfare, and Stock Administration. She has implemented pay-for-performance programs, online review management systems, web-based R&B communications, and service transition to newly selected Retirement, Health, and Stock Service providers. Prior to WaMu, Ms. Cannon spent more than ten years with Microsoft Corporation in various HR management roles, including Senior Compensation Manager responsible for US salary planning, sales compensation, equity planning, and pay programs in seven European countries and Puerto Rico. She received her Bachelors in Business/HR from Marquette University.
 Al Case, Principal Analyst & Research Fellow, ES Research Group, Inc.
Al Case is the Principal Analyst & Research Fellow for ES Research Group, Inc. where he is responsible for helping ESR's clients evaluate, select, implement and measure the results of sales performance improvement programs. Over the past 30 years, Mr. Case has held a range of positions from analyst to CEO for both public and private companies. Mr. Case is formerly the President of Gartner|eMetrix and Sr. Vice President of Gartner|Measurement, and Sr. Vice President, Gartner|Software, three divisions of Gartner, Inc., the IT Research and Advisory firm. Mr. Case has recruited, developed and managed a world-wide sales force. he joined ESR in 2005 at its inception.
 Dennis Chapman, CEO, The Chapman Group
Dennis Chapman is founder and president of The Chapman Group, a sales consulting firm that specializes in creating world class sales organizations through the implementation of sales and account management processes, methodologies, best practices, and metric-based software tools. Mr. Chapman brings over 20+ years of executive level experience in sales, marketing, and business management to his clients in helping them achieve their goals.
 Joseph Clarkson, Central Division Practice Leader-Sales Effectiveness & Compensation, Watson Wyatt Worldwide
Joseph Clarkson is Central Division Practice Leader of Watson Wyatt’s Sales Effectiveness and Compensation practice. Mr. Clarkson specializes in improving sales force productivity through the design and implementation of effective sales coverage models, job roles and rules of engagement, critical performance metrics, and sales compensation solutions. He supports companies across many industries and brings a wealthy blend of both consulting experience as well as field and line management positions in sales and marketing.
 Jerome Colletti, Managing Partner, Colletti-Fiss, LLC
Jerome A. (“Jerry”) Colletti is Managing Partner, Colletti-Fiss, LLC (CF), a management-consulting firm headquartered in Scottsdale, AZ, that helps management make decisions about programs that increase sales results. His firm focuses on three areas of sales effectiveness: jobs design and organization structure, performance management programs, and sales compensation plans. He and his associates help clients use these programs effectively so they can grow profitably, serve customers wisely, and reward employees appropriately for achieving business objectives. He is the author of over 70 publications. Mr. Colletti holds a BA from St. Mary’s University and an MBA from the University of Wisconsin.
 Estelle Conover, Vice President-Alliance Channels, AT&T
As Vice President of the Alliance Channels for AT&T in the Southeast, Estelle Conover is responsible for overall growth and leadership of AT&T’s Solution Provider Program and Indirect Channels. Her vision and strategy has resulted in annual revenue growth from $10 million to over $400 million over the past several years. Her 10 years experience in alternate channels has also led to achieving industry-leading benchmarks in indirect channel management, strategy, and support. Prior to this assignment, Ms. Conover has held multiple positions in sales management, operations and sales support, where she has consistently ranked high in delivering results and is recognized as outstanding in her organizational and leadership skills. Prior to joining BellSouth in 1990, Ms. Conover spent 19 years with AT&T and Southern Bell in a variety of sales and operations positions in both the Business and Consumer Markets.
 Stephen Crook, Vice President, Sibson Consulting
Stephen Crook is a Senior Consultant and Vice President in Sibson's Sales Force Effectiveness practice. With more than 15 years experience in business and consulting, he has special expertise in business strategy formation, information technology systems development, process improvement, performance management, business analytics, productive marketing, and data analysis and management. He focuses on helping companies develop and implement novel segmenting, targeting, and channel strategies that drive profitable revenue growth. Mr. Crook has an MBA in Marketing from Northwestern University's Kellogg Graduate School of Management, a BS in Industrial Engineering from Purdue University, an AS in Computer Science, and an MS in Operations Research from Stanford University.
 Bob Davenport, Vice President, Hay Group
Bob Davenport is Vice President and Director of Hay Group’s Sales Force Effectiveness Consulting Practice. Mr. Davenport has extensive sales and marketing consulting experience in a variety of industries across the globe. He has designed sales compensation programs for over 140 sales organizations. His consulting work focuses on helping client sales organizations work more effectively by designing strategies for organizing, developing, and motivating sales personnel. Sales compensation strategy and job design are two of his core capabilities.
 Andrew de Lannoy, Managing Director, Gupton Marrs International, Inc.
Andrew de Lannoy has more than 20 years of experience in selling, sales management, and sales strategy consulting. His experience includes strategy formulation, deployment, and implementation, organizational design, incentive plans design, business process reengineering, business systems planning and technology architecture, and systems design and implementation in a variety of applications areas, such as sales forces automation, customer services, and call center management.
 Joseph DiMisa, Senior Vice President and Sales Effectiveness Practice Leader, Sibson Consulting
As leader of Sibson’s Sales & Marketing Practice, Joseph DiMisa works with leading companies to develop and implement sales effectiveness programs that drive profitable growth. Mr. DiMisa has over fifteen years of experience working with various industries including telecommunications, technology, and manufacturing companies to improve sales, marketing, and customer service effectiveness. He writes white papers, has written for and been featured in a number of business periodicals, and wrote the book, The Fisherman’s Guide to Selling. Mr. DiMisa also speaks frequently on best practices and strategies for compensation, and is generally recognized as an expert in union negotiation and planning.
 Mark Donnolo, Senior Vice President, MarketBridge
As leader of MarketBridge’s Sales & Distribution Practice, Mark Donnolo focuses on helping companies develop and implement approach-to-market strategies and sales effectiveness programs that drive profitable growth. Mr. Donnolo has developed growth planning and integrated growth management systems that allow companies to build customer-based sales strategies, select and manage distribution channels, and execute to growth requirements across a range of marketing and selling environments. His work spans several industries including technology, telecommunications, business services, financial services, and manufacturing.
 Shawn Fatholahi, Vice President-Sales & Marketing, Impax Pharmaceuticals
Shawn Fatholahi has been responsible for strategic development and implementation of IMPAX Laboratories corporate plans for launch of their branded product division, IMPAX Pharmaceuticals. His background spans over 18 years of in-depth experience in commercial operations across several therapeutic areas at Glaxo Smithkline, Bristol Myers-Squibb, Muro ASTA/Medica and Cephalon. Prior to joining IMPAX in March 2006, Mr. Fatholahi served as Vice President of the healthcare practice at First Renaissance Ventures, an investment banking and advisory firm.
.jpg) Mary Fiss, Partner, Colletti-Fiss, LLC
Mary Fiss is a partner in the management consulting firm Colletti-Fiss, LLC. She has extensive experience in the development and implementation of sales compensation plans, variable pay plan for teams and reward and recognition programs. She is the author of over 40 publications. The Second Edition of Compensating New Sales Roles: How to Design Rewards That Work in Today’s Selling Environment, was co-authored with Jerry Colletti. She is also a co-author of Sales Compensation Essentials: A Field Guide for the HR Professional published in February, 2006. Ms. Fiss has a BS degree from College of St. Teresa (Minnesota).
 David Fritz, President, Growth Solutions, LLC
David Fritz is the President of Growth Solutions, LLC a consulting firm dedicated to helping its clients profitably grow through the effective and efficient management and support of its sales organization. Much of Mr. Fritz’s work over the last 20 years fits into the contemporary definition of sales operations. His expertise includes: market opportunity assessment, defining “go to market” and channel strategies, sales force sizing and deployment, defining sales processes and roles, sales compensation design, quota setting, and sales analysis. Recently, Mr. Fritz conducted a first-of-its-kind benchmark study on sales operations - providing critical insight into how leading sales operations departments define their role, organize and deploy their resources, and measure their effectiveness.
 Donald Gallo, Office Practice Leader-Compensation, Watson Wyatt Worldwide
Donald Gallo leads Watson Wyatt’s Denver compensation practice. For 20 years, he has worked with business leaders to align their organizations with strategic requirements for increased business growth, improved operational effectiveness and enhanced profitability. Mr. Gallo holds a master’s degree from New York University, where he also completed his doctoral course work in industrial and organizational psychology. He received his undergraduate degree in business administration and psychology from Colby College. Mr. Gallo has published results of his research on leadership and motivation in several academic journals and speaks extensively at conferences.
 Suzanne Galvanek, Associate Vice President-Sales Compensation, AT&T
Suzanne L. Galvanek has thirteen years experience with SBC and AT&T in a variety of sales operations and sales roles. Currently focused on designing, documenting, and communicating the compensation and incentive structures for 7,500+ sales employees from consumer call centers through channels that sell to large multi-national corporations, Ms. Galvanek has also addressed integration during both the AT&T/SBC and the AT&T/BellSouth mergers. She has experience administering compensation plans as well as handling escalations and appeals. Ms. Galvanek earned an undergraduate degree in Education from Indiana University and an MBA from the University of Texas.
 Bill Golder, Exective Vice President-Sales and Sales Operations, Miller Heiman
Bill Golder has extensive sales and operations experience working within complex, multi-channel, matrix management organizations. His primary expertise is leading business-to-business sales of professional services, as well as multi-unit operations management. Mr. Golder has proven success in leading key change initiatives related to sales compensation, organizational realignment, sales optimization, training, product development, and operational improvement. His key strengths are in driving results, developing and implementing strategy, and managing and leading sales teams. Mr. Golder has a reputation for taking on tough assignments and successfully turning around difficult situations.
 Clinton Gott, Senior Consultant, Sales Effectiveness & Compensation, Watson Wyatt Worldwide
Clinton Gott is a senior member of Watson Wyatt’s national Sales Effectiveness and Compensation practice. Based out of Los Angeles, he works with sales organizations to help refine sales and customer targeting strategies, design sales roles and responsibilities, and create increased motivation and performance through sales compensation programs. His industry focus includes high tech, consumer products, financial services, and biotechnology. Prior to joining Watson Wyatt, Mr. Gott served as a Partner at Briggs & Sands Consulting. His consulting experience also includes both sales and general compensation consulting at Sibson Consulting, process consulting at Nike, and strategic consulting at Accenture. He double-majored in business-economics and psychology from UCSB and earned an MBA with distinction from the Anderson School at UCLA.
 Steve Grossman, Principal, Mercer Human Resource Consulting
Steve Grossman is a Principal at Mercer Human Resource Consulting and leads their national Sales Effectiveness Practice. For more than 20 years, Mr. Grossman has consulted on domestic and international sales force management issues as well as marketing, competitive analysis, and organization effectiveness. He earned a Mechanical Engineering degree from Tufts University and an MBA from Boston University. He is a Certified Management Consultant (CMC).
 Jeffrey S. Gustafson, Consultant & Manager, Hewitt Associates
Jeffrey S. Gustafason is a consultant and manager in the Talent & Organization Consulting practice at Hewitt, based in Lincolnshire, Illinois. He consults on a broad range of executive compensation matters, including short- and long-term incentive design, outside director compensation, and Total Compensation Measurement™ (TCM™). He has focused on providing clients with short- and long-term incentive solutions through custom competitive analyses. He has led Hewitt’s global salary increase survey process, which is conducted in more than 35 countries worldwide. Mr.Gustafson holds a B.A. from Valparaiso University and an M.B.A. in finance, marketing and entrepreneurship from the Kellogg School of Management, Northwestern University. Prior to joining Hewitt in 1996, he worked in corporate risk management and loss control.
 Brad Hill, Principal, Tandehill Human Capital
Brad Hill designs compensation programs in a variety of areas aimed at enhancing organizational and individual effectiveness including sales force effectiveness, group productivity incentives, and performance management. Mr. Hill’s work has recently been featured in Fast Company Magazine, HR Magazine, and the London Times. Before joining Tandehill, Mr. Hill was a senior consultant at the Hay Group for eight years. Prior to the Hay Group, he was National Practice Leader-Variable Pay with Ernst & Young; a Principal with Watson/Wyatt; and consulted for Towers Perrin. Mr. Hill holds an MBA degree from the College of William and Mary and undergraduate degrees in Economics and Social Psychology from Cornell University. He has been a Certified Compensation Professional (CCP®) of the WorldatWork since 1986, and has taught WorldatWork courses on Variable Pay and Elements of Sales Compensation. Mr. Hill serves on the Board of Directors of the Scanlon Leadership Network, a nonprofit association whose members pioneered gainsharing, open-book management, lean systems, and servant leadership.
 Jason Jordan, Principal, Mercer Human Resource Consulting
Jason Jordan is a Principal at Mercer Human Resource Consulting and a senior consultant in their Sales Effectiveness Practice. For more than 10 years, Mr. Jordan has consulted internationally, helping clients improve revenue and profit growth by transforming their sales and marketing capabilities. Mr. Jordan earned an Economics degree with honors from Duke University and an MBA from The Darden School at the University of Virginia.
 Jeff Kahan, Director-Sales Incentives, Wyeth Pharmaceuticals
Jeff Kahan is Director, Sales Incentives for Wyeth Pharmaceuticals. In his role, he is responsible for planning, analysis, operations, and implementation of sales incentives plan for 3000+ sales personnel across four business units. Since joining Wyeth, Mr. Kahan has held positions of increasing responsibility, including Field Sales, Sales Training, District Manager, Area Development Manager, and most recently, Group Manager for Marketing.
 Peter Katz, Senior Vice President-Corporate Sales, Elsevier
Peter Katz is currently Senior Vice President-Corporate Sales for Elsevier’s Science and Technology business. He has held several senior sales and marketing positions at Elsevier since 1999 including the past four years managing a global sales organization. Prior to Elsevier, Mr. Katz worked with Standard & Poor’s and John Wiley & Sons and has 20 years sales and marketing experience in the publishing industry.
 Kathy Ledford, Principal-Sales Compensation Leader, Buck Consultants
Kathy Ledford is a Principal and Sales Compensation Leader with Buck Consultants. Ms. Ledford’s responsibilities include advising clients on improving the effectiveness of their sales channels. Specific areas of focus include aligning sales operational and reward systems with strategy.
 Kendra Lee, President, KLA Group
Kendra Lee is president and founder of KLA Group. Ms. Lee sets the vision and strategy to ensure delivery of top-notch sales development consulting and training to KLA’s clients. KLA helps companies drive their business-to-business sales results through lead generation, prospecting, and new business development. Ms. Lee is author of the book, Selling Against The Goal: How Corporate Sales Professionals Generate the Leads They Need. Articles about or by Ms. Lee have appeared in numerous publications including Sales & Marketing Management, Executive Excellence, TechIQ, Software Business, Selling!, Selling Power, What’s Working in Sales Management, and ASTD Training & Development.
 Lee Levitt, Director, IDC
Lee Levitt is the director of IDC’s Sales Executive Practice, a research and consulting practice that assists technology companies in optimizing their sales productivity and performance through a variety of benchmarking, best practices and related research, and the facilitation of periodic focused sales productivity summits. Mr. Levitt brings 15 years of senior sales operations management, marketing, channel and business development expertise at a variety of public and venture backed companies to this practice, along with more than eight years at IDC, first building and managing the companies channels consulting practice and more recently the Sales Executive Practice.
 Cindy Lyness, HR Director-Marketing & Sales, Cement Operations, Lafarge North America
Cindy Lyness is HR Director, Marketing and Sales for Cement Operations for Lafarge North America, where she supports Marketing and Sales leadership in building organizational capability and executing sustainable change. Her areas of expertise include strategy development, executive coaching, group facilitation, team development, and business process design and implementation. Ms. Lyness has worked internationally in businesses ranging from consumer products to telecommunications, supporting Sales, Marketing, Information Technology and R&D functions. Change initiatives she has supported and led include corporate re-engineering, restructuring and growth initiatives, ERP implementation, and global leadership development. Ms. Lyness holds a Bachelor's degree in Business Administration from the University of California , an MBA from the Anderson School at UCLA, and a Masters in Organization Development from the American University in Washington D.C.
 William Malek, Strategy Execution Officer, Strategy2Reality LLC
William Malek is the CEO for Strategy2Reality LLC and the former program director for the Stanford University Advanced Project Management program. With more than 25 years of corporate experience in strategic planning, business development, and organizational design, Mr. Malek's passion in life is and has been the study of strategy execution and how to maintain humanity in the workplace. He has presented the award winning Stanford courses such as "Converting Strategy into Action" and "Leadership for Strategic Execution" all over the world. His new book called Executing Your Strategy will be released in December 2007 by Harvard Business School Press. Mr. Malek holds an M.B.A. from Capella University and a B.S. in mechanical engineering from the University of California-Santa Barbara.
 John Moran, Director-Strategy Planning, IMS Health
John Moran serves as an advisor to clients, researching and structuring solutions to key business issues. Currently he is developing new approaches to measuring and improving sales force effectiveness, with emphasis on increasing the value received by physicians. Mr. Moran has 20 years of brand management and consulting experience in the pharmaceutical, OTC, and consumer markets. He earned a B.S. in Chemistry from Carnegie-Mellon University and an M.B.A from the University of Pittsburgh.
 Venkat Narayanan, Manager-Incentive Compensation Excellence Program, Cisco Systems Inc.
Venkat Narayanan has over two decades experience of international management experience in high tech. He is currently responsible for strategy mapping, business architecture and process improvement for Cisco Systems’ sales Incentive Compensation Excellence program. Mr. Narayanan’s expertise is in building enterprise processes and information technology capabilities to achieve business strategy. He has defined and implemented best practices for process improvement, software application development, and program management in Cisco’s Enterprise Data Management Group, WW Channels as well as the Sales IT organization. Mr. Narayanan holds an M.B.A. from Faculty of Management Studies, Delhi University, India.
 Kevin O’Connell, Managing Partner, Accelerate Consulting Group LLC
Kevin O’Connell has almost 20 years of experience in helping organizations improve their business performance. As managing partner of Accelerate Consulting Group, LLC, he counsels clients on aligning business strategy, sales and marketing effectiveness, organizational effectiveness, and human capital programs to realize their profitable growth goals. Specific areas of expertise include: sales compensation, quota-setting, and performance management.
 Nathan Ohm, Marketing Director, Synygy
Nathan Ohm is a Marketing Director at Synygy managing strategic alliance
and business development initiatives. A WorldatWork Certifi ed Compensation
Professional with over 12 years of sales compensation management
experience, Nathan has managed the design and implementation of the sales compensation
process both as a consultant and a practitioner. He served as a Senior Consultant at Synygy
for several years in addition to managing global sales compensation teams at Sun Microsystems
and Bentley Systems.
 Paul Reiman, Senior Consultant, Buck Consultants
Paul Reiman is a Senior Consultant in the Chicago office of Buck Consultants. He works with clients to develop sales management programs and processes that drive improvements in sales performance. His focus is on helping clients maximize the return on sales investments through customer insight, organization design, and performance management initiatives.
 Donya Rose, Managing Partner, The Cygnal Group
Donya Rose is a consultant with solid experience in goal setting, measurement and forecasting, technology enabled selling, and incentive compensation plan design. Before founding The Cygnal Group, Ms. Rose was a consultant with Towers Perrin, and before that she was with Raychem Corporation where she managed numerous change initiatives. Ms. Rose holds a BS degree in Mathematics from Davidson College, and an MS degree in Operations Research and Systems Analysis from UNC-Chapel Hill.
 Mike Ryan, Senior Vice President, Market Intelligence, MADISON Performance Group
As the Senior Vice President of Marketing Intelligence for MADISON Performance Group and Editorial Director of Conduit®, a web-based blog devoted to the discipline of employee motivation published by MADISON, Mike Ryan is an authority on the latest trends and issues in incentive design and development. Mr. Ryan works with leading executives to define program strategies that maximize cost control, deliver a higher level of motivational impact and planning flexibility, and offer systematic financial measures that companies demand. He brings two decades of experience of web-based, non-cash incentive programs, and provides insights on how the newest tools and techniques help optimize outcomes.
 Erich Sachse, Managing Consultant, Synygy
Erich Sachse is a Managing Consultant at Synygy and has over 6 years experience in designing and managing incentive plans. His responsibilities at Synygy have included incentive plan design and management, customer segmentation and targeting, sales force sizing, territory alignments, and quota setting. His experience has been focused on the pharmaceutical industry, with significant knowledge of syndicated data sources and industry trends. Mr. Sachse holds a BA in Government from Cornell University.
 Scott Sands, Southeast Region Sales Effectiveness & Compensation Practice Leader, Watson Wyatt Worldwide
Scott Sands is the Southeast Region Sales Effectiveness & Compensation Practice Leader for Watson Wyatt Worldwide. He works with senior executives to align business strategies with organization structure and rewards programs. Mr. Sands has helped build and transform sales forces across many industries, including technology, communications, financial services, pharmaceuticals, and consumer products. Cisco, General Electric, Frito Lay, Johnson & Johnson, MetLife, and Verizon are among his previous clients. He recently co-authored Sales Compensation Essentials, WorldatWork's best-selling book in 2006.
 William A. Schiemann, Ph.D., CEO, Metrus Group, Inc.
William A. Schiemann, Ph.D. is founder and CEO of Metrus Group, an organizational and research advisory firm specializing in strategic performance measurement and employee alignment. For the past 25 years, Dr. Schiemann has consulted extensively on the development and implementation of business strategies, employee and customer measurement, strategy-operations alignment, productivity and quality improvement, and mergers and acquisitions. He is a frequent global speaker for both public and private forums and co-author of Bullseye! Hitting Your Strategic Targets Through High-Impact Measurement. He has also written extensively for many publications. Dr. Schiemann received a Ph.D. in Organizational Psychology from University of Illinois.
 Elliot Scott, Senior Consultant, Towers Perrin
Elliot Scott is a senior practitioner in the Towers Perrin Sales Force Rewards practice, based in New York. He has been a sales effectiveness consultant for over 12 years, specializing in sales incentive compensation and sales organization design across industries.
 Dennis Spahr, Vice President, Sibson Consulting
Dennis Spahr is a Vice President in Sibson’s Sales Effectiveness Practice and is based in Chicago. Mr. Spahr’s consulting experience includes: leading the assessment and redesign of sales compensation plans at over 70 clients in multiple industries including work with many health insurance plans across the country, developing customer segmentation models and the corresponding sales strategies for each segment, and creating sales capacity and sales force sizing models to optimally align sales resources. A frequent speaker at academic institutions and conferences, Mr. Spahr is pleased to return to the Sales Performance Conference.
 Mike Spellecy, Vice President and Managing Consultant-Sales Effectiveness Practice, Maritz Inc.
Mike Spellecy brings 30 years experience in planning, selling, and operating performance improvement and recognition programs. In his career with Maritz Inc., Mr. Spellecy has worked in a number of capacities in support of clients in the telecommunications, agri-business, consumer products, automotive, and high tech industries. He served as Corporate Vice-President-Creative and Planning Services, CVP Marketing Support Services and Sales Leader for Maritz Incentives. Currently, Mr. Spellecy leads the Sales Effectiveness Practice for Maritz Inc. He has Bachelors and Masters degrees from the Olin School of Business at Washington University in St. Louis.
 Dave Stein, CEO, ES Research Group, Inc.
Dave Stein has held many diversified technical, sales and executive positions before founding his sales consultancy, The Stein Advantage, Inc., in 1997. In 2005 he founded ES Research Group, Inc., the first independent sales performance industry research, advisory, and analysis firm. Mr. Stein writes the featured monthly column for Sales & Marketing Management magazine and
is Chairman of the Sales Advisory Board of the Dublin Institute of Technology. In addition, Mr. Stein
is a member of the Executive Advisory Board of the Fisher Institute for Professional Selling, one of the many institutions of higher learning where his book, How Winners Sell, is being used.
 Stan Striker, Vice President and Executive Director-Healthcare Sector, Maritz Inc.
Stan Striker has more than 20 years experience in the performance improvement industry, supporting clients in a variety of roles including: program design and operations, business development, and sales. He has experience in the following industries: pharmaceuticals, banking, credit card, food and beverage, and medical supplies with a special emphasis on sales force effectiveness.
 Christine Tande, Principal, Tandehill Human Capital
Christine Tande works with clients to design, implement, and manage executive/employee compensation programs and performance management systems. Before founding Tandehill in 2003, Ms. Tande was a consultant at the Hay Group for ten years. She has extensive experience in helping clients formulate compensation and performance management strategies, develop base pay and bonus/incentive programs, design and measure/evaluate jobs, set organizational and individual goals, link individual efforts to organizational objectives, and develop communication/training strategies and material. She is a very effective trainer at all levels of the organization, and has many years of experience working closely with Boards of Directors. Last year, Ms. Tande’s pay-for-performance perspectives were featured in several issues of Workspan magazine. She is a Certified Compensation Professional (CCP®), certified by WorldatWork. She holds an MBA degree from the Monterey Institute of International Studies and a Bachelor of Science degree from California State University, Fresno.
 Tom Tice, Senior Consultant-Sales Effectiveness & Compensation, Watson Wyatt Worldwide
Tom Tice is a senior member of Watson Wyatt's Sales Effectiveness and Compensation practice. He specializes in working with sales, marketing, finance and human resources executives to implement new selling strategies that drive significantly higher growth and profitability. He works with clients to convert go-to-market strategies and channel management decisions into implemented sales management programs – redefining sales processes, job roles, performance metrics and cash and non-cash compensation approaches to improve efficiency and effectiveness. Over his career Mr. Tice has assisted direct and indirect field sales organizations, telesales, telemarketing, and customer service functions, and a variety of other customer-facing departments and roles. He has successfully completed sales management and reward projects for organizations in a wide variety of industries. Mr. Tice is a graduate of DePauw University with a B.A. in psychology and holds M.S. and Ph.D. degrees in industrial/organizational psychology from Iowa State University. He has taught quantitative methods in the MBA program at the University of Connecticut and is a Certified Management Consultant.
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