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WorldatWork Spotlight on Sales Compensation

August 20, 2018 - August 22, 2018

Learn about Connected Sales Planning with Anaplan for Sales

Sales compensation plans are powerful, and they work. However, a poorly designed program can end up working against your company’s overall goals by reinforcing undesirable behaviors.

Don’t miss out on the most comprehensive sales compensation event of the year. Join Anaplan and other sales leaders at WorldatWork Spotlight on Sales Compensation to:

  • Stop by table 11 for a personal demo of Anaplan sales solutions, sales forecasting, and incentive compensation management.
  • Attend our speaking sessions and hear from our experts on how to construct an optimized and aligned sales compensation plan.
  • Attend 30+ sessions covering everything from sales comp tech, ASC 606, measuring plan effectiveness, and the future sales force.

Fill out the form to schedule a 1:1 meeting with us during the event. Take home a free Sonos speaker as a thank you from us!

Meet with us and receive
a FREE Sonos speaker

Speaking Sessions:

As sales comp professionals, we know our job is to design and create programs that nudge the behaviors of our sellers. However, if you think about it, the need for behavior modification extends across the selling process – not just when final deals are won. Join Barbara Rubis, Sales Operations Research Director at SiriusDecisions, and Jason Loh, Global Head of Sales Solutions at Anaplan, as they explore the five areas where the talents of behavioral experts can be leveraged to help accelerate your company’s go-to-market success. From quickly profiling sandbaggers and stretchers to creating the perfect pipeline to improving linearity and sales forecast accuracy, this session is filled with tips and tricks you can use to augment selling behaviors and maximize performance.

Jason Loh is the Global Head of Sales Solutions at Anaplan, where he has responsibility for the sales performance management and sales effectiveness lines of business. With 20 years of experience across sales, consulting, development, and general management responsibilities, Jason has a mission to help organizations align technology with behavioral economics and data science in order to maximize sales performance.

Barbara has distinguished herself with her ability to understand and manage details while synchronizing them within the sales operations ecosystem. Her areas of expertise include sales compensation planning and administration, sales intelligence, sales processes, tools and technologies, territory and quota design, crediting and payment rules, sales policies, pricing strategies, and sales execution. Barbara is also an expert in operational and organization change management, vendor selection, perpetual to software-as-a-service revenue model migrations, and working and managing systems integrators.


Prior to joining SiriusDecisions, Barbara worked at Hewlett Packard Enterprise (HPE), where she last served as director of global sales compensation. In this role, she was responsible for integrating and divesting multiple sales organizations due to mergers, acquisitions and divestitures – along with global process and capability deployments. Many of these efforts touched all aspects of sales compensation, which included a sales compensation plan’s effects and dependencies on integral processes (e.g. customer master data management, transactional data sourcing, sales and business intelligence). During her tenure with HPE, Barbara held several senior management positions in sales compensation and pricing with global- and theater-wide scope. Prior to joining HPE, Barbara held other operations roles with Enron Oil and Gas in Houston, Texas.

Every decision has consequences, whether they be intended or not. One minor tweak to a sales compensation strategy could inspire incredible success for a seller, or inadvertently cascade and lead a company to miss their revenue targets. That’s what’s known as the butterfly effect. A single, seemingly-innocuous decision by one department can result in unintended consequences elsewhere in the sales organization. And as executive leadership, it’s often difficult to have foresight into all possible outcomes when viewing information across silos. Fragmented data across multiple departments causes friction – and our executives need us to help remove that friction so they can be empowered to make better, more informed decisions faster. Join Paul Melchiorre, Global Customer Officer at Anaplan, as he discusses his experiences from the executive suite, and how navigating these barriers can mean the difference between success and failure.

With a proven track record in enterprise business software solutions, Paul Melchiorre brings over 30 years of extensive leadership experience to his role of Global Customer Officer at Anaplan, the leader in Connected Planning. A dynamic and strong leader, Paul serves as an ambassador to Anaplan’s global customers and strategic partners, with a particular focus on helping customers on their Connected Planning journeys to transform traditional planning practices into an enterprise capability that is dynamic, collaborative, and intelligent.


Prior to Anaplan, Paul served as President of iPipeline, a provider of insurance and financial services software, where he oversaw the company’s global growth and operations. Before iPipeline, he built global operations for the cloud-based B2B software provider Ariba, successfully growing the company until its acquisition by SAP in 2012 and proving instrumental in helping to create the B2B e-commerce category. Earlier in his career as SAP’s Senior Vice President of Global Accounts, Paul oversaw several strategic business units, enabling revenue to grow six-fold, with his teams responsible for over 85 percent of the company’s revenue. Paul has also held leadership positions at ADP, MAI Basic 4 and Uphonia, Inc. (formerly Smartserv Online Inc.) Additionally, Paul serves as a strategic advisor on numerous boards including DocuSign, Inc., Spring Lake Technologies LLC., Mission Operators Group,

Details

Start:
August 20, 2018
End:
August 22, 2018
Event Category:

Venue

WESTIN CHICAGO RIVER NORTH
320 N Dearborn Street
Chicago, IL 60654 United States
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