Sales leaders are adapting to an unprecedented amount of uncertainty, disruption, and change. Consider just the past five years – a period which saw sales forces roiled by the abrupt onset of a global pandemic, and then an uncertain recovery with accompanying swings in demand, supply shortages, and financial markets. Compounding...Read more
Sales organizations in many sectors are suddenly finding salesperson hiring and retention more difficult. This seems to be due in part to one of the pandemic’s enduring impacts: redrawn expectations of employers from many workers. These changing expectations are amplified by the workforce’s younger-skewing demographics, and its shrinking supply. In...Read more
Conference Archives
The Changing Role of Incentives in Sales Performance Management 
12 March 2024
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Sales compensation represents the largest single marketing investment made by business-to-business firms, and a notoriously difficult challenge for many. In this session, presenters explore the essential elements of effective incentive compensation strategies for sales organizations. They provide insights into managing global sales incentives, the information flows critical to sales performance...Read more
Few functions within the firm confront as much change as sales organizations. In the past five years, they’ve adapted to a global pandemic, then an uneven return to normalcy; they’ve been whipsawed by sudden spikes in demand and product supply, uncertain labor markets and worker shortages, and the introduction of...Read more
Don Hubbartt
9 March 2024
Speaker Profile About Don Hubbartt Don Hubbartt is head of Siemens’ Sales Compensation Center of Expertise. He has an extensive background in HR and sales compensation, and serves on WorldatWork’s Sales Compensation Advisory Council. Before joining Siemens he worked in HR and compensation management roles at Solo Cup Company, Kohl’s...Read more
Benn Konsynski
9 March 2024
Speaker Profile About Benn Konsynski Benn R. Konsynski, Ph. D., is the George S. Craft Distinguished University Professor of Information Systems and Operations Management at the Goizueta Business School, Emory University. He arrived at Emory’s Goizueta Business School following six years on the faculty at the Harvard Business School where...Read more
Jesse Sladek
9 March 2024
Speaker Profile About Jesse Sladek Jesse Sladek is chief of staff, global revenue operations, at Elastic, a leading technology platform for search analytics and search-powered solutions. Elastic is a high-growth, $1US billion SaaS company, with six consecutive quarters of double-digit growth. His responsibilities there include go-to-market planning, execution, and cross-functional...Read more
Bob Kelly
9 March 2024
Speaker Profile About Bob Kelly Robert J. (Bob) Kelly is chairman of The Sales Management Association, a global, cross-industry association for sales management and sales operations. The Sales Management Association serves members in 50+ countries with research, conferences, and peer networking, and hosts the annual Sales Force Productivity Conference. Bob...Read more
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