Sales Compensation: The Most Effective Tool for Managing Sales Performance

Sales Leaders' Roundtable

January 9, 2008: 6:30 PM - 9:30 PM

Sales Compensation: The Most Effective Tool for Managing Sales Performance As analyst Joe Galvin from Sirius Decisions states, “Salespeople respond to two things: what they are paid for and what their sales manager makes them respond to.” While most sales leaders agree that sales compensation is a critical element to sales performance, the sales compensation process – from plan design to day-to-day management to reporting and analysis – tends to be one of the least automated processes within organizations of all sizes. Sales compensation management is a science, not an art. There is no room for “best guess” or “that’s the way we’ve always done it” methodology. Learn how best-in-class companies are leveraging effective compensation plan design and management as a powerful tool to align sales teams with corporate sales goals and drive sales performance.


Gleacher Center
Room 100
450 N. City Front
Chicago, Illinois

Driving Directions: Discounted parking at AMC Theater-River East Self parking Garage 300 East Illinois Street $6.00 after 3:00pm on weekdays and all day Saturday and Sunday for a 12-hour period To receive discounted rate: There is a card validator at the first floor security desk of the Gleacher Center. The new system for the AMC Theater- River East Self Park Garage is automated. You will only need to insert your parking card in the validator and the new price will be automatically applied. You can validate your parking ticket at any time between your arrival at and departure from the Gleacher Center. When you leave the lot you will be charged for the lower $6.00 fee.

Event Details

In this session, we will answer the following questions: - What is the best-practice for sales compensation plan design? - How do best-in-class companies manage and analyze plan effectiveness? - What options are available for automating the sales compensation process? We will cover: > Sales compensation trends and challenges > Strategies to optimize sales performance > Real-world success stories.


No Charge


Register Online

Deadline: 1/9/2008


6:30 PM-7:00 PM: Registration and networking

7:00 PM-8:30 PM: Presentation

8:30 PM-9:30 PM: Cash bar in the Midway Club

Speaker Profiles

Bob Conlin (Speaker)
Chief Marketing Officer, Centive

Our speaker will be Bob Conlin, Chief Marketing Officer at Centive, the leader in on-demand sales performance management. Bob is a frequent speaker at industry events and has been published in numerous business journals including: CRM Magazine, Selling Power, Sales & Marketing Management, Workspan, Compensation and Benefits Review and Technology for Finance. Most recently Bob presented at DreamForce,’s user and developer conference and the Software Marketing Perspectives Conference & Expo. About Centive Headquartered in Burlington, MA, Centive is the recognized leader in on-demand sales performance management. Companies use Centive Compel, hailed by CIO Magazine as the “most widely used choice for sales compensation management,” to accurately model and forecast commission costs, calculate commission and bonus earnings and gain real-time visibility into sales performance metrics. Compel, a AppExchange certified solution, is a winner of the 2006 CODiE award for “Best Financial Software,” the 2006 CRM Excellence award from Customer Inter@ction Solutions, and the 2007 CRM WizKids Award from Beagle Research. To learn more about Centive, please visit


Ken Nordine, Jr. '97 


Other Information

The mission of the GSB Sales Leaders' Roundtable is to help both Chicago alumni and a broader community of sales professionals learn more, meet other colleagues and resolve sales issues. Our vision is to be the first choice for learning and sharing new sales leadership ideas. Visit this GSB alumni website for more information about the Sales Leaders' Roundtable, to view upcoming events and to subscribe to our email list.