Session Description
Location: Boynton Auditorium GBS 130
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 management, and the emerging practices that define the latest thinking in compensating sales forces.
Session speakers
Don Hubbartt
Head Sales Compensation Center of Excellence at Siemens
Bob Kelly
Sales Management Association Chairman; Adjunct Professor at Goizueta Business School, Emory University
Sandy Jap
Sarah Beth Brown Endowed Professor of Marketing at the Goizueta Business School, Emory University
Ryan Mullins
Associate Professor of Marketing, Executive Director of Sales Innovation Program at Clemson University
Colin Wong
Sales Performance Management Expert
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