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May 22, 2007, 12:00 – 1:00pm ET
Turning the Dial on Sales Optimization

- Joe Galvin, Vice President & Service Director, SiriusDecisions Learn More
- Bob Conlin, Chief Marketing Officer, CentiveLearn More

Join Centive and guest Joe Galvin, Vice President & Service Director at SiriusDecisions – the leading advisory firm on sales and marketing operations – in a one hour webinar that explores what you should be doing to optimize sales performance.

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As organizations grow and change, best-in-class sales leaders continually alter their strategies and tactics to maintain optimum sales performance. While there are a number of external drivers that can impact performance, great sales leaders recognize that in order to deliver revenue growth, they must focus attention on the structural, operational and individual elements within their control.

Following extensive research and analysis, SiriusDecisions has identified the five main “dials” that can be adjusted to optimize future performance. Sales executives must continually monitor performance and adjust these dials regularly in order to optimize sales performance over the long term.

In this webinar, you’ll learn what these five dials are and what adjustments they offer. You’ll also learn how Centive helps sales leaders leverage sales compensation management as a strategic tool for driving sales performance.

Key take-away’s from this webinar include:

  • Discovering the 5 key performance optimization dials
  • Distinguishing between structural and individual performance levers
  • Identifying best-in-class sales operations functions
  • Automating sales performance “From Prospect to Paycheck”

VPs, Directors, Managers of:

  • Sales
  • Marketing
  • CRM
  • IT

Centive, headquartered in Burlington, MA, is the recognized leader in on-demand strategic sales compensation 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 salesforce.com AppExchange certified solution, is a winner of the 2006 CODiE award for “Best Financial Software,” the 2007 CRM Excellence award from Customer Inter@ction Solutions, and the 2007 CRM WizKids Award from Beagle Research. To learn more about Centive, please visit www.centive.com or call 1-877-CENTIVE. http://www.centive.com/


Joe Galvin, Vice President & Service Director, SiriusDecisions

Joe is an industry thought leader with more than 22 years of experience in b-to-b field sales, sales management, sales operations and sales technologies.

Prior to joining SiriusDecisions, Joe spent 17 years with Gartner, most recently as group vice president, worldwide field operations. In that role he held global responsibility for field marketing, sales readiness, executive briefings, sales process, compensation and sales technology, including the global deployment of an on-demand sales force automation platform.

Joe also spent four years as a Gartner CRM analyst. In that role, he researched, published and presented on a wide range of CRM issues including SFA applications, architectures and vendors. He also served as group vice president, worldwide sales operations for six years where he pioneered and led multiple sales technology initiatives including the launch of the company's first sales Web site as well as a sales configuration initiative, a proprietary territory realignment tool, an incentive compensation management tool and the global deployment of a first-generation sales force automation tool. In this role, Joe was responsible for Gartner's global sales process, and developed the global pipeline and forecast process as well. Joe's earliest days at Gartner were spent as an account executive, followed by district, area and regional field sales management positions.

Joe began his sales career at Xerox where he spent five years in variety of field sales roles including marketing rep, account rep and high volume marketing executive.

Joe received a BA in business management from Illinois State University.

Bob Conlin, Chief Marketing Officer, Centive

As Chief Marketing Officer, Bob Conlin is responsible for developing and implementing Centive's product and marketing strategies to ensure a strong corporate brand backed by solutions that meet current and future market requirements.

Prior to joining Centive, Bob served as Director of Product Planning and Management at Infinium Software. In this capacity, Bob led the product management and marketing teams in the development, launch and ongoing marketing of Infinium's software solutions. Prior to Infinium, Bob held senior level sales and marketing positions at Cort Directions and Myriad/OrCom Systems.

Bob is a frequent speaker at industry events and has been published in numerous business journals including: CRM Magazine, Technology for Finance, Benefits and Compensation Solutions, Workspan and Technology for Finance.

Bob received a bachelor's degree in resource management from Oregon State University. He is accredited as a Professional in Human Resources by the Society for Human Resource Management.

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