The Sales Performance Conference

Agenda-at-a-Glance

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monday		 9:00 am - 6:30 pm Conference Registration
10:00 am - 11:30 am Pre-Conference Roundtables
Sales Operations:
An Emerging Function


Growth Solutions		 Staying Ahead of the Sales Talent Retention Curve with Long-term Incentives

Hewitt Associates		 Are you Making the Most of Your Sales Performance Toolbox?

Sibson Consulting		 Stop the Madness: Why Incentive Plans Make No Sense for Pharmaceutical Sales Reps

Hay Group
11:40 am - 11:55 am conference introduction
11:55 am - 12:40 pm general session
Investing in Being Better, Not the Same
Watson Wyatt Worldwide
12:40 pm - 1:45 pm Lunch
1:45 pm - 2:45 pm Breakouts
Merger Integration - Picking Up
Where Due Diligence Left Off

Watson Wyatt Worldwide		 A Guide to Sales Contest Planning:
How to Optimize Returns

MADISON Performance Group		 Managing Global Sales Compensation Plans: Cultural Differences and the Effect on Sales Compensation Design
AT&T & Sibson Consulting
2:55 pm - 3:55 pm Breakouts
How Leading Companies Build Strong Partnerships Between HR and Sales
Mercer Human Resource Consulting		 Sales Performance Measurement:
What Really Works
ES Research Group		 Pharmaceutical Sales Compensation Design: Highlights from the 2007 Survey
Towers Perrin & Synygy
4:05 pm - 5:05 pm Breakouts
Achieving Year-Over-Year Sales Growth


Maritz		 Keys to Multi-Channel Sales Compensation

AT&T & MarketBridge		 High-Performance Sales Incentives: Insights and Best Practices from the Health Insurance Industry
Watson Wyatt Worldwide
5:00 pm - 6:30 pm Welcome Cocktail Reception in Exhibit Hall
















tuesday		 7:30 am - 5:00 pm Conference Registration
7:30 am - 8:15 am Breakfast
8:15 am - 9:00 am General SesSion
Injecting Science into the Art of Selling: Essential Elements of Sales Process Adoption
Miller Heiman
9:00 am - 9:45 am exhibit hall open
9:45 am - 12:15 pm workshops
Sales Coaching–Theory, Tools,
and Practical Exercises

Imparta		 Individual, Team, or
Salesforce-wide Incentives?

Tandehill Human Capital		 Sales Metrics that Influence and Measure Sales Effectiveness
The Chapman Group		 Creating Ts & Cs that Add Value to the Sales Compensation Plan
Colletti-Fiss
12:15 pm - 1:00 pm lunch
1:00 pm - 1:30 pm exhibit hall open
1:30 pm - 2:30 pm Breakouts
Cat-Herding 101: Enterprise
Incentive Governance as a Solution to Sales Compensation Management
Washington Mutual Bank & Watson Wyatt Worldwide		 Sales Force Effectiveness in the
Pharmaceutical Industry


IMS Health		 Successful New Hire Integration:
Increase Productivity
and Decrease Turnover

KLA Group		 Great Plan, Poor Execution: Curing the Implementation Curse


Buck Consultants
2:40 pm - 3:25 pm General SesSion
Measuring and Maximizing Sales Performance
Metrus Group
3:25 pm - 4:00 pm exhibit hall open
4:00 pm - 5:00 pm breakouts
The Storm After the Calm…
When Massive Change Occurs,
What’s Next?

Wyeth Pharmaceuticals		 Implementing Sales
Management Control:
Quota Setting as Change
Management
Watson Wyatt Worldwide		 Localizing Global Sales
Compensation Plans
Elsevier &
Accelerate Consulting Group		 Risk Management for the Sales
Process: Sarbanes Oxley and Beyond

Gupton Marrs & Synygy
7:00 pm - 10:00 pm networking SOCIAL Event


wednesday		 7:30 am - 8:00 am Breakfast in Exhibit Hall
8:00 am - 8:30 am Exhibit Hall Raffle
8:30 am - 9:15 am General Session
The Sales Model of the Future
IDC
9:30 am - 12:00 pm workshops
Strategy Mapping: Learn to
Universally Define Your Sales
Comp Strategy
Cisco & Strategy2Reality		 Sales Compensation:
The Unbreakable Rules

The Cygnal Group		 Conducting an Annual Physical on
Your Sales Compensation Plans
Buck Consultants		 An “Outside-In” Look at
Pharmaceutical Sales

Sibson Consulting
12:00 pm Grab and Go Lunch

 
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