Hot Topics in Sales Compensation - Achieving Global Alignment and Paying for SaaS

• 4:30 pm - 5:00 pm Registration & Networking
  
• 5:00 pm - 6:00 pm Presentation from Joe Clarkson
  
• 6:00 pm - 6:30 pm Panel discussion with Kelsey Bell & Joe Clarkson
  
• 6:30 pm - 7:00 pm Networking
  

Many companies wrestle with having so many sales incentive plans and also diversity in plan design that defies logic. Pockets of good practices may exist in some regions or business units, while others still employ incentive practices that are either not competitive or effective. Achieving the right level of consistency and enhancing the overall effectiveness of sales incentive practices is challenging, especially when the responsibility for design does not reside in a centralized office. This session will explain how companies wrap their arms around these challenges and bring structure and consistency to the program without forcing all regions and business units into a one-size-fits-all solution. In addition, this session will address a number of trends that have been gaining attention in recent years, including how you pay for on-demand services, such as Software-as-a-Service (or SaaS) and services that are delivered over a period of time (which impacts how revenue is now recognized under new accounting regulations).

Panel Discussion: Kelsey Bell, Director, Arrow Electronics Inc. and Joe Clarkson, Sales Effectiveness and Rewards, Willis Towers Watson.

Professional Biography: 

Joe Clarkson is the global leader for the Sales Effectiveness and Rewards practice at Willis Towers Watson. He brings over 30 years of experience working with the sales function – half in industry and half as a consultant working across a broad range of industries. He has designed and implemented solutions that enhance the effectiveness of your customer facing resources - selling roles, subject matter experts, sales support roles and customer service roles - including job role definitions and rules of engagement, quota allocation and management processes, performance measurement and sales incentive programs. He has been an annual speaker at WorldatWork’s Spotlight on Sales Compensation Conferences and regularly presents to various local compensation associations. He has facilitated sessions and workshops at industry conferences in Europe and Latin America, and is a regular contributor to “Sales Compensation Focus,” published monthly by WorldatWork.

Kelsey Bell, Global Director of Sales Compensation, has been with Arrow for 7 years in several roles in human resources including an HR business partner where she supported global and domestic M&A activities, logistics and services training and development programs, and Arrow’s Sustainable Technology Solutions business unit. She moved into her current position in 2015 and has lead the efforts to put processes and policies in place that ensure sales compensation efforts are focused on strategic business goals. As Arrow continues to globalize, Kelsey has lead the efforts to build out the sales compensation function globally. Prior to Arrow Kelsey worked in HR in the hospitality field. She earned an BA in Foreign Languages: French from CSU and went on to complete an MBA with a focus on Human Resources Management. She also holds the SPHR and SHRM-SCP certifications as well as the CSCP.

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