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Pre-Conference Roundtables

All roundtables take place Monday, October 15, 2007 from 10:00-11:30 a.m.

Sales Operations: An Emerging Function

David Fritz, President, Growth Solutions, LLC

This roundtable is an opportunity for sales operations leaders to contribute to a peer discussion of the role and scope of sales operations, approaches to structuring and deploying sales operations departments, and the metrics associated with effective and efficient sales operations departments. Mr. Fritz will facilitate discussion points using results from a recent sales operations benchmark survey conducted by Growth Solutions.

Staying Ahead of the Sales Talent Retention Curve with Long Term Incentives

Rob Bentley, Senior Consultant, Hewitt Associates
Jeffrey S. Gustafson, Consultant & Manager, Hewitt Associates

Join Mr. Bentley and Mr. Gustafson as they facilitate a discussion on sales force long term incentive (LTI) “best practices”. Review LTI trends, learn current sales LTI practices across industries, and discuss and gain consensus on how LTIs can best apply to the sales organization by type of incentive, role, industry, desired behavior, desired outcomes, etc.

Are You Making the Most of Your Sales Performance Toolbox?

Dennis Spahr, Vice President, Sibson Consulting

Too often, sales compensation is used as the tool to fix a sales organization’s problems when it is a symptom and not the cause. Sales comp must be designed with an understanding of key sales management elements including: customer segmentation, value propositions sales roles, and productivity expectations. Join in as we take a close look at each key sales management element and discuss real life examples of when to use sales compensation as part of a larger solution to your sales problems.

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

Bob Davenport, Vice President, Hay Group

Today’s primary care pharmaceutical sales rep has been relegated to a role that looks suspiciously like a merchandiser yet they are paid like consultative sellers. And, they work under elaborate sales compensation programs that do very little to drive behavior, require way too much management attention and effort, and do not help in the retention of talented sales reps. This roundtable will make the case against incentive plans for this role and challenge the participants to defend their current practices. Join us as we discuss what the "real" role of the primary care rep looks like, whether incentive compensation plans make sense in this type of selling environment, and alternatives that better reflect the role, increase rep satisfaction, and lower the management burden.