© 2008-2014 the sales management association. all rights

Sales Compensation Plan Policies

Alpha Bravo Distribution (B) Dec 2010

Contact Bob Kelly, Sales Management Association

Chairman for more information on becoming a sponsor.

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Join Us At The

YEAR’S BEST SALES FORCE EFFECTIVENESS

CONFERENCE

The Sales Management Association’s annual Sales Force Productivity

Conference is the premiere education and networking event for sales

leadership, sales operations, and sales effectiveness professionals. More

than 300 senior-level sales professionals and thought leaders will return

to learn the latest industry trends and technologies.

This document provides an overview of conference sponsorship opportunities for the 2016 event.

#SFPC2016

http://www.salesmanagementconference.com/sponsors





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Date October 25th through October 27th 2016

VenueThe Ritz-Carlton Buckhead

3434 Peachtree Road, N.E. Atlanta, Georgia 30326

+1 (404) 237-2700

Conference Format

Educational keynote presentations, panel discussions, practitioner briefings,

and workshop tracks. Delegates may elect to attend optional training courses.

A concurrent vendor exhibition will be staged during the event, and will be

enhanced with scheduled one-on-one networking sessions for exhibitors and

delegates. Networking functions include two cocktail receptions, breakfasts

and lunches.

Attendees300 senior practitioner delegates in sales management, sales operations,

sales learning and development, and sales effectiveness functions.

Sponsors

15 to 20 exhibiting sponsors marketing offerings in professional services and

sales effectiveness solutions, sales methodology, sales training, coaching and

management development, and enabling technologies including CRM, Sales

Performance Management, Sales Enablement, Business Intelligence, and Sales

Analytics.

Topics and Content

• Aligning sales and strategy

• Sales analytics and reporting

• Sales manager learning and development

• Sales force technology investments

• Sales operations effectiveness

• Sales performance management

• Sales force motivation, incentives, and compensation

• Defining organic growth priorities

CONFERENCE AT A GLANCE






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250+ Practitioner attendees

200 Companies represented

8 Countries

94 Cities

27 States

SAleS Force ProdUcTiviTy conFerence:

ATTENDEE PROFILE

Manufacturingand Industrial

14%Pharmaceutical

and Medical

14%

Transportationand Distribution

13%

Business Services

18%

Software & Internet

17%

Other

24%

Includes: Telecoms, Financial Services,Energy, Travel andHoispitality

101 - 250

12%

26 - 100

26%

11 - 25

12% More than 1,000

27%

251 - 1,000

19%

1 - 10

4%

SVP/EVP/President/CXX

11%

Other

5%

Vice President/Director

49%Manager/Senior Manager

35%

IndustriesNumber Of SalespeopleSales Force Size

Job Roles






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Topics: Each briefing is organized around a single idea – a sales effectiveness challenge, an emerging

trend in management practice, an instructive case study, or a best practice approach. (Representative

briefing topics are included below.)

FormaT: At each briefing, up to two thought leaders present on a single topic. Presentations are 10-15

minutes long, followed by discussion. Total length for each session is 25 minutes. Presenters provide each

attendee with a practical deliverable, such as a tool, framework, checklist, or “how-to” guide. Delegates

are asked to sign up for briefings at registration; each briefing topic is slotted 15 participants, and once fully

“subscribed” is closed to additional registrants.

sponsor EngagEmEnT: Practitioner briefings offer a unique engagement opportunity for platinum

and gold conference sponsors. Platinum sponsors host at least one conference briefing, and have first

choice in selecting briefing topics. Gold sponsors may propose one briefing topic, which they will host if

minimum enrollments requirements are met. Presenters are provided with contact details of participants,

and may moderate web-based discussion on the special web page assigned to their briefing topic.

rEprEsEnTaTivE briEFing Topics

We introduced Practitioner Briefings at last year’s event with great success. In 2016 we will be making them a prominent feature of our conference.

• Building a sales coaching culture

• Assessing analytics effectiveness

• Developing sales managers

• Building a sales management bench

• Assessing sales compensation plan

effectiveness

• Sales manager incentive compensation:

three plans that work

• Five ways of measuring sales force

effectiveness

• Sales manager competencies

• Sales ops best practices

• Sales training best practices

• Sales performance management best

practices/case study

PrAcTiTioner BrieFingS: FAST, FOCuSED, COLLABORATIVE.






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$12,500

Marketing exposure including placement of company logo with link on the conference

website and event guide, and signage.

High-traffic table-top exhibition throughout the conference; Exhibition area shares space

used for breaks, meals, and receptions in order to enhance interaction with delegates.

Two free conference registrations.

Promotion as a conference sponsor on the event website with a link to your site.

Branded inclusion in promotional emails sent to our membership of 7,500+ and mailing

list of 26,000 pre and post event.

Considered to present one Practitioner Briefing. Topic and practitioner co-presenter

subject to Sales Management Association approval.

100-word description in the event guide.

Silver package includes:

SILVER

SPonSor oPTion

dave christofaroDirector of Sales Talent Optimization at Sales Performance International

“SFPC is a great forum for sales leaders to come together and share

ideas. If you are looking to grow in the space, this event makes it

easy to connect with decision makers.

“






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Silver sponsor benefits, plus:

Workshop or panel participation (assigned by Sales Management Association).

Consideration for keynote presentation.

Premium exhibition placement.

Preferred placement in promotional emails and event signage.

Up to 200 word firm description in the event guide.

One additional free admission (three total).

Special discounted rate to offer preferred registration rate to friends of the firm.

Access to post-event registration list with full delegate contact information.

gold package includes:

Ken KramerVice President of Sales & Marketing at TerrAlign

“The Sales Management Association has filled a longtime void for

those practitioners and vendors focused on Sales Operations. The

annual conference is the one venue that brings together the perfect

cross section of expert users, providers, analysts and educators to

share ideas and solutions.

$18,000GOLD

SPonSor oPTion

“






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* Except for general session address and speaker introduction

Gold benefits*, plus:

Keynote presentation participation with practitioner co-presenter(s). Topic and

speaker(s) subject to Sales Management Association approval.

Consideration for training workshop delivery on Day 1 (assigned by Sales Management

Association)

Guaranteed minimum of one Practitioner Briefing hosting opportunity (topic jointly

determined with Sales Management Association)

Opportunity to submit one additional Practitioner Briefing topic (held if minimum

enrollment requirement is met)

Premium exhibition placement

Premier positioning in promotional emails and event signage

One additional conference registration (four total)

First choice (with other Platinum sponsors) for sponsorship levels for Sales

Management Association’s 2016 annual conference.

Platinum package includes:

$27,500PLATINuM

SPonSor oPTion






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AddiTionAl

SPONSORSHIP OPPORTuNITIES

• Monday Opening Cocktail Reception – $5,000Includes wine and beer, passed Hors d’oeuvres, signage and table tents on reception

tables, sponsor collateral at checkin tables, listing in program guide and website, and two

attendee passes.

• Tuesday Full Buffet Breakfast - $8,500Includes signage at buffet, table tents in room, two minutes mic time and/or 2 min video

(produced by sponsor, subject to approval 6 weeks in advance), listing in program guide

and website, and two attendee passes.

• Tuesday Lunch - $8,000Includes signage and table tents in lunch room, two minutes of mic time, listing in

program guide and website, and two attendee passes.

• Tuesday Coffee Station - $3,000Includes signage at coffee/water stations in main area throughout the day, listing in

program guide and website, and one attendee pass.

• Tuesday Cocktails and Networking – $6,500Includes wine and beer, heavy appetizers, signage and table tents on reception tables,

sponsor collateral at tables, listing in program guide and website, and two attendee

passes.

• Wednesday Continental Breakfast - $8,500Includes signage and table tents in room, two minutes mic time, listing in program guide

and website, and two attendee passes.

• Wednesday Morning Break - $2,000Includes signage at coffee/water stations in main area, listing in program guide and

website, and one attendee pass.

• Lanyards - $2,000Imprinted company logo on all attendee lanyards.

• Room Drops - $1,000Sponsor information delivered under the door to all attendees’ hotel rooms in host hotel.

Available on Monday evening and Tuesday afternoon.






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ACCEPTANCE OF SPONSORSHIP: Sponsorship is confirmed upon receipt of payment or notification by the Sales management

Association. The Sales management Association reserves the right to reject any application for sponsorship.

FREE AND REDuCED-RATECONFERENCE PASSES: You will receive oneor more free conference passes according to your

sponsorship level, as detailed above. Should you not need all of your allocated passes, you may offer them friends, clients, or

colleagues. A conference pass allows for admission to all conference events and meals.

ADDITIONAL CONFERENCE PASSES: You will be eligible to purchase additional conference passes at a special reduced rate,

outlined in your confirmation packet. This rate will be at least 40% below the standard registration rate.

CANCELLATION OF SPONSORSHIP: Sponsorship cancellations must be made in writing. Cancellations received before 1 August 2016

will be refunded the sponsorship fee less 50%.

EXHIBIT TABLE SPACE: The Sales Management Association will provide a single 30” by 6’ draped table and two chairs, and will assign

tables to exhibitors. Exhibits must be contained within the assigned space, unless prior approval is secured from the Sales Management

Association. Exhibit space is assigned in order of sponsorship level and payment date.

FEES AND PAYMENT: Total sponsorship fee is required 30 days net receipt of your invoice. Sponsorship and exhibition assignments

are not confirmed until your payment is received. The sponsorship agreement becomes a contract when signed by the sponsor and

accepted by the Sales Management Association.

EXHIBIT RESTRICTIONS: The Sales Management Association reserves the right to restrict or prohibit exhibits which, because of

noise, method of operation, or any other reason, are objectionable or otherwise detract from or are out of keeping with the character

of the 2015 Sales Productivity and Performance Management Conference as a whole. The Sales Management Association may prohibit

installation or request removal or discontinuance of any exhibitor or promotion that, if continued, departs substantially from exhibitor’s

pre-approved design and description. In the event of such restrictions prohibitions or removal, the Sales Management Association shall

not be liable to the sponsor exhibitor.

HOTEL RESERVATIONS: Sponsors should make reservations directly with the hotel. We encourage sponsors to reserve early in order

to take advantage of group rates. Sales Management Association will provide complementary suite upgrades to the first five confirmed

platinum or gold sponsors.

PROMOTIONAL MATERIAL DISTRIBuTION: Advertising and promotion materials may be distributed from the exhibit table only. No

materials may be placed on seats, attached to walls, ceilings, or woodwork in the conference facility, or left in public places or breakout

rooms for distribution, unless by prior agreement with The Sales Management Association.

INSTALLATION AND REMOVAL OF EXHIBITS: Please refer to the confirmation packet for schedule of setup and breakdown times

for exhibit tables. Sponsors shall be responsible for the delivery, setup, and removal of equipment and display material to and from the

exhibit table area.

PROTECTION OF FACILITY PROPERTY: Sponsors will be held responsible for any damage done to the building by them or they are

employees.

SECuRITY: On-site staff of exhibit table is optional. Exhibit space is open to the public and will not be secured or monitored by the Sales

Management Association.

LIABILITY AND INSuRANCE: The Sales Management Association, Sales Management Association STAFF, the conference facility,

the employees or representatives thereof, and other organizations and persons connected with this conference shall not be held

responsible for any injury, loss, or damage that may occur to the sponsor or employees of the sponsor or their property from any

cause whatsoever, prior to, during, or subsequent to the period covered by the sponsorship contract. Sponsors should place their

own insurance to cover all contingencies. The sponsor agrees to indemnify those listed above against any claims or such loss,

damage, or injury. Upon signing the sponsorship agreement, the sponsor expressly releases the foregoing institutions, individuals,

and committees from any and all claims of loss, damage, or injury. This also includes the period of storage prior to and following the

conference. Small articles of value should be properly secured or removed for safe keeping prior to leaving the exhibit unattended.

Sponsor assumes entire responsibility and hereby agrees to protect, indemnify, defend, and save the Sales Management Association,

its staff, the conference facilities, and its employees and agents harmless against all claims, losses, and damages to persons or property,

governmental charges or finds, and attorneys’ fees arising out of or caused by sponsors installation, removal, maintenance, occupancy,

or use of the exhibit/conference premises or a part thereof.

Additional terms and conditions required by the conference facility may apply and will be provided with your confirmation packet.

SPonSorSHiP AgreeMenT

TERMS & CONDITIONS


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