Date:	Tuesday, February 07, 2012
Time:	5:30-8:30pm
Topic:	Sales incentive plans, the practical side
Speaker:	Paul Oliva
Summary:	Meeting Summary: Having worked both sides of the desk as an internal and external consultant, Paul Oliva is in a unique position to share useful incites and observations. In addition to sharing his experiences developing and launching new sales incentive plans for SGS North America, this presentation will cover • When commission plans are more appropriate versus a base salary plus bonus model • What constitutes sales incentive design best practice • Choosing the right performance measures • The importance of financial modeling • Developing and successfully launching/communicating sales incentive plans • Post – mortem review Speaker: Paul Oliva is recognized as a global expert in sales incentive plan design and all forms of variable reward and recognition programs. In addition to North America, Oliva has successfully designed and implemented Sales, Marketing and Technical Service incentive plans for Australia, China, India, Japan, Malaysia, Pakistan, Philippines, Singapore, S. Korea, Taiwan, Thailand, Belgium, France, Germany, Italy, Netherlands, Poland, Portugal, Russia, Spain, Sweden, UK, Israel, Saudi Arabia, Turkey and South Africa. In his current role as Director, Compensation & Reward for SGS NA, (a 5 billion dollar global company headquartered in Geneva), he recently completed the design and implementation of sales incentive plans for 6 business units throughout North America. He also is currently working on a commission plan for South Africa and Canada. Oliva’s innovative approach to global career ladders was the subject of a World at Work Journal’s 2009 article. His new approach to career ladders provides a detailed road map of the specific competencies and behaviors an employee must demonstrate over time to be considered for promotion to the next level. Its most valuable asset to employees is that it directly addresses their most important question: “What do I need to do to get to the next level in my career?” His innovative approach to career ladders will be piloted at SGS later this year. A longstanding member of World at Work, Oliva has earned the Global Remuneration Professional (GRP) designation, in addition to his (CCP). Oliva is also a member of the New Jersey Compensation Association (NJCA). He received his Bachelor of Arts degree in Psychology from University at Buffalo and his Masters of Science in Industrial/Organizational Psychology from the Stevens Institute of Technology in Hoboken, NJ. Meeting Schedule: 5:30 - 6:00 - Networking 6:00 - 6:45 - Buffet Dinner 6:45 - 7:30 - Presentation 7:30 - 8:00 - Q&A and Networking Opportunity
Host Company:
Location:	Holiday Inn, Totowa    Click here for a printable map to the meeting location
Cost:	$30
Meal Options:	Dinner
Contact:	Nate Aycock E-mail njcompassociation@yahoo.com PLS RESPOND VIA THE NJCA WEBSITE NO LATER THAN NOON ON FRIDAY, FEBRUARY 3rd, 2012

Click here for a printable map to the meeting location

Open and print a NJCA Meeting Evaluation form. (requires Adobe Acrobat plugin)
To help us to continuously improve our programs, please take a moment to print, then fill out this questionnaire and return it before you leave the meeting. Also available for download in Microsoft Word format

2011 - 2012 Meeting Topics

March 15, 2012: Meeting sponsored by Decusoft


April 10, 2012: BREAKFAST MEETING “Total Rewards Statements”


June 12, 2012: Interactive Panel Discussion lead by Don Campbell


© 2011 New Jersey Compensation Association