Sales Leaders' Roundtable
May 11, 6:00pm - 8:00pm
LaSalle Bank: Enhancing Sales and Service Performance Through
A case study will be discussed describing how ABN-AMRO has
aligned incentive compensation to their new retail branch
strategy, aimed at dramatically growing profitability.
450 N. Cityfront Plaza
6:00 - 6:30 pm: Registration & Networking
6:30 - 8:00 pm: Presentation
8:00 - 9:00 pm: Cash Bar reception in the Midway Club
First Vice President
Cost & Registration:
There is no charge for this event.
Online. Please register by May 11, 2005
Directions & Parking:
A map of the area, including parking facilities, is available online.
The 201 East Illinois lot offers a special UC rate with validation. Have
your parking ticket stamped at the service window on the first floor of the
Towers Perrin and LaSalle Bank will present a case study describing how ABN
AMRO has aligned incentive compensation to their new retail branch strategy
and structure, aimed at dramatically growing profitability. The discussion
will center on the incentive compensation plan concept rolled out in 2005 and
how it is helping the bank deepen customer relationships, encourage teamwork
and drive improved financial performance.
What attendees walk away with after
participating in the presentation:
The approach ABN AMRO used to bring senior
management together and gain consensus on how to change retail branch compensation
arrangements to align with the new retail strategy.
The role-based incentive
compensation design framework used to determine the best incentive
compensation parameters for each unique selling role.
approach used rollout the
new compensation plan to over 5,000 employees that focused
on educating managers, communicating to employees and ultimately
Mark Flavin is a Principal and Global Leader of the Sales
Force Rewards Group at Towers Perrin. He works with clients
seeking to significantly improve the performance of their sales
organization by better aligning sales management programs with
business strategy. His specific expertise is in the design
and implementation of sales compensation programs.
has worked with clients in a variety of industries including
financial services, technology, manufacturing, media, telecommunications,
pharmaceuticals, medical products and consumer products.
His clients include ABN AMRO, Alcoa, Robert Bosch, Compuware,
Donnelley, EDS, Express Scripts, Schneider National, and
Mr. Flavin is a frequent speaker on sales
and sales compensation design and is a contributing author
to The Sales Compensation Handbook, which was published
by the American Management Association in 1998. Before he
joined Towers Perrin, Mr. Flavin worked for another management
firm helping clients maximize the effectiveness of their
selling organizations. Earlier he held sales and sales management
with the General Electric Company's Electrical Distribution
and Control Division.
Mr. Flavin has an M.B.A. from the
University of Chicago as well as a B.S. in mechanical engineering
Colorado State University.
Mary Bertucci is a First Vice President at LaSalle
Bank and just recently took a position managing the Deposit
Product Management group for small business customers within
the Personal Financial Services line of business. She has been
with LaSalle for almost five years formerly working in their
Corporate Development Group where she served as a project manager
for strategic initiatives supporting the U.S. Consumer and
Commercial Clients business unit. Prior to her tenure at LaSalle,
she worked as an Investment Associate for five years in Merrill
Lynch's Private Client Group