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WorldatWork’s 2013 Spotlight on Sales Compensation


WorldatWork’s 2013 SPOTLIGHT ON SALES COMPENSATION, The Westin Hotel, downtown Chicago, September 9-11.

This is the fourth year of Spotlight and Colletti-Fiss, LLC is proud to be both a sponsor and presenters at the Conference.  One of our sessions is focused on how to think differently about approaches to plan assessment:

“Assessing Sales Compensation Plan Effectiveness: One Size Does Not Fit All”

Jerome A. (“Jerry”) Colletti

Mary S. Fiss

Wednesday, September 11th – 11:00 am – 12:00 pm CT

Next to the widely held view that sales compensation plans contribute to business success is an assumption that there is one best way to assess plan effectiveness.  This is not the case.  Rather there is a range of assessment alternatives to consider.  How to think about assessment largely depends on who is asking the question about plan effectiveness and why it is being asked now.  This session will present three alternative approaches to assessing a plan, describe when and how each may apply to a particular business situation and the outcomes provided to management

If your job is to help senior executives reach a decision about what type of plan assessment is needed in response to their questions about plan effectiveness, this session is definitely one you will want to participate in!


At this year’s conference, over 30 sessions on strategy, incentives, governance, sales quotas, and automation are offered.  Spotlight on Sales Compensation is the premier sales compensation event of the year.  It is where thought leaders, practitioners and service providers in the industry gather to keep up to date on trends and practices and, to stay in touch with colleagues and friends.  For a complete list and description of the conference events and sessions, see: