Sessions and Events

2017 TMSA Marketing & Sales Leadership Conference

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Is Compensation Driving Your Reps To Do The Right Things (or Wrong Things)?
Stage of The Buyer's Journey: Attract/Convert/Close

In the fall of 2016 Wells Fargo garnered national attention with the exposure of massive scale fraud committed by their sales staff to increase sales results and improve their payouts under their incentive compensation plan. This was a result of overly aggressive sales goals and poorly designed compensation plans. Compensation can drive otherwise ethical people to "game the system" to increase their pay. Attend this session and you will explore good sales compensation plan designs and bad sales compensation plan designs, to steps you can take to ensure your reps are always motivated the way you want them to be.

Beth Carroll is Managing Principal of Prosperio Group, a consulting firm that drives strategic growth through effective compensation management in the transportation and logistics industry. She’s an accomplished speaker and author, and is a [email protected] Certified Compensation Professional, Global Remuneration Professional, and Certified Sales Compensation Professional. An active member of TMSA and past officer, Carroll has an MBA from Northwestern University’s Kellogg Graduate School of Management, an MA from The University of Chicago, and a BA from Bucknell University.