August 6, 2013-Scottsdale, Ariz.–Michael C. MacDonald, Chairman and CEO of Medifast Inc., will be the keynote speaker at the 2013 Spotlight on Sales Compensation hosted by WorldatWork. Now in its fourth year, the two-day event will be held Sept. 9-11 at the Westin Chicago River North.
MacDonald joined Medifast’s executive committee of the board of directors in 1998 and was promoted to chairman & CEO in February 2012. MacDonald will share his experiences executing sales excellence programs and practices at Medifast as well as OfficeMax and Xerox Corp. where he spent more than 30 years in a sales and sales management leadership role.
In addition to MacDonald, sales excellence thought leadership from more than 50 top sales compensation experts, mostly practitioners, will be presented via different session formats.
“Sales excellence can be achieved through the holistic integration of each of the components that enable the salesforce,” said Jim Stoeckmann, CCP, CSCP, sales compensation practice leader at WorldatWork. “Recruiting the right people, on-boarding them into their roles, coaching and performance management, sales management development, sales quotas, incentives and territories, and sales training all should be guided by a shared vision, clear leadership and unified team. The ultimate connection between sales operations and total rewards is a connection that many organizations are not making today, and the salesforce is paying the price.”
The 2013 Spotlight on Sales Compensation agenda was designed to help attendees make the connection between sales operations and total rewards and includes:
– Sales compensation design and modeling
– Role of first line leader
– Sales administration automation tools
– Quota and territory management
– Surveys and resources for competitive pay information
– Regulatory framework with which sales compensation must comply
– Sales talent management
Conference sessions will be led by sales compensation practitioners from preeminent companies including Accenture, Allergan, Boston Scientific Corp., Cisco Systems, Eli Lilly, IBM, Tyco International and Verizon Wireless, to name a few.
Speakers will address prevalent sales compensation issues as confirmed by recent research, including:
– Only 55% of reporting companies thought their sales compensation programs were effective. Source: “2013 Sales Compensation Trends Survey(C)”
– A majority of organizations struggle with setting fair and accurate sales quotas to effectively incent their salesforces. Source “2012 Sales Compensation Practices Survey for the High-Tech Industry”
– Manual processes, program complexity and data problems are the top three challenges in sales performance management today. Source: “2012 Sales Performance and Technology Survey”
Credentialed journalists who would like a press pass to the conference may contact firstname.lastname@example.org.
The Total Rewards Association
WorldatWork is a nonprofit human resources association for professionals and organizations focused on compensation, benefits, work-life effectiveness and total rewards – strategies to attract, motivate and retain an engaged and productive workforce. WorldatWork and its affiliates provide comprehensive education, certification, research, advocacy and community, enhancing careers of professionals and, ultimately, achieving better results for the organizations they serve. WorldatWork has more than 65,000 members and subscribers worldwide; 95 percent of Fortune 500 companies employ a WorldatWork member. Founded in 1955, WorldatWork is affiliated with more than 70 local human resources associations and has offices in Scottsdale, Ariz., and Washington, D.C.
WorldatWork Society of Certified Professionals(R) is the certifying body for six prestigious designations: the Certified Compensation Professional(R) (CCP(R)), Certified Benefits Professional(R) (CBP), Global Remuneration Professional (GRP(R)), Work-Life Certified Professional(R) (WLCP(R)), Certified Sales Compensation Professional (CSCP)(TM) and Certified Executive Compensation Professional (CECP)(TM).
The WorldatWork group of registered marks also includes: Alliance for Work-Life Progress or AWLP, workspan and WorldatWork Journal.