WAW: 2012 Spotlight on Sales Compensation
August 29-31, 2012 | Chicago
ZS sales compensation experts will present on subjects key to the many sales compensation professionals attending World at Work’s sell-out annual conference on sales compensation.
Chad Albrecht
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Surprises: Good for Birthday Parties, Not Good for Compensation Plans - How to Effectively Model
Your New Plan
Chad Albrecht, CSCP, Principal, ZS Associates
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There is no worse feeling than being called into your boss' office to explain why your sales compensation plan is paying millions more than what was expected based on the sales team's performance. If the thought of being in this scenario puts a pit in your stomach, come to this session to learn best practices for modeling out the expected overall cost of your sales incentive plan so you can confidently and accurately know your sales incentive costs before the end of the year. You will also learn how to model individual payment variations to gauge individual risk when evaluating your new sales incentive plan.
Steve Marley
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iSalesComp: How Apple (and Others) Are Revolutionizing the Way Your Salesforce Interacts With You and Your Customers
Steve Marley, CSCP, Associate Principal, ZS Associates
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2010 was a memorable year. The world's tallest building, the Burj Khalifa, opened in Dubai, an earthquake devastated Haiti, the European financial crisis deepened ... and Apple released the iPad. (We'll leave the first three for historians.) Combining the functionality of the successful iPhone with the screen size of a laptop, the iPad targeted personal consumers. However, the iPad has found a home with many organizations' sales reps as a replacement for laptops and smartphones.
As apps and Internet services expand to serve the business market, how can sales compensation groups take advantage of the platform to help the salesforce meet and achieve its goals? Join our session as we discuss how technology, influenced by Apple, is changing the way salesforces work and the way we measure and reward our people. An iPad will be raffled off to one session attendee.
For more conference information and online registration, please visit the
World at Work website.