Lessons from Maslow: The Hierarchy of SPM Needs


Many companies leverage SPM technologies to automate their sales compensation processes. This helps them meet their basic needs by simplifying the complex and bringing efficiencies to manual and time-consuming sales operations processes. Leading companies go a step farther, thinking strategically about sales compensation and the impact it can have on the overall organization. In these companies, sales compensation is used as a strategic tool to motivate salespeople towards strategically aligned behaviors.

The most innovative companies push the envelope even farther. These organizations are focused on creating transformational sales operations functions, leveraging technologies such as Machine Learning, Artificial Intelligence (AI), and predictive and prescriptive analytics to create new visions of what sales operations can achieve.

In this webinar, you will:

  • Gain a framework for how to create transformational value in your organization
  • Benefit from innovative examples of technology that help sales compensation take a broader role
  • Hear examples from clients who have become heroes in their companies

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On Demand

Access: 90-Day Access | On-Demand Event Code: WEBINAR-20181115-PLAYBACK

Recorded Event

Please note: Prices are subject to change without notice. All sales are nonrefundable. Access to the live event is limited to the first 1000 participants, so be sure to log on up to 15 minutes prior to the event start time. The live event includes access to playback. Playback and the on-demand webinar are available two business days following the live event, and you can access them for 90 days. If you order the on-demand webinar after the live event, your 90-day access begins the day of order.

HRCI credits will only be granted for attending the live webinar event. On-demand webinars do not qualify for HRCI credit. You may receive a certificate of completion for watching an on-demand webinar. Please contact Customer Relationship Services at 877-951-9191 (United States and Canada) or +1 480-951-9191 (other countries) or email customerrelations@worldatwork.org to request this certificate. You'll receive it in two to four weeks via email.


John Ristuccia

SVP Operational Planning | Optymyze

Leveraging more than 17 years of experience in successfully managing the implementation and administration of sales incentive compensation projects for complex Fortune 500 clients, John Ristuccia serves as SVP, Operational Planning at Optymyze. In his role, John analyzes sales processes to help clients transform and improve operational efficiency and sales effectiveness. During his time at Optymyze, John has led standardized incentive compensation reporting across more than 30 countries, cut $2 million per year through greater process efficiencies and saved $7.5 million per year through improved payment accuracy. John holds a BS, Biotechnology from the University of Delaware.

Dana Therrien

Service Director, Sales Operations Strategies | SiriusDecisions

The opportunity to analyze, collaborate on, and help solve complex, multifaceted strategic business problems is what drew Dana to the sales operations profession. He is a senior sales operations leader who brings over 25 years of sales, sales operations, business and service operations, and finance experience to SiriusDecisions. He is a forward-thinking leader with a record of driving results by increasing sales effectiveness and improving sales productivity while supporting global, multimillion-dollar sales growth with industry leaders. He is known as a strategic thinker who also possesses the technical skills required to delve into the challenging task of optimizing sales performance.

Dana is an expert in business planning, analytics and reporting, quota setting and management, territory design, sales process optimization, sales force automation, go-to-market strategy design and execution, sales compensation design and administration. His experience includes cloud, SaaS, managed services, managed hosting and traditional product-based sales. Prior to joining SiriusDecisions, Dana held global sales operations roles at Avaya, Akamai, NaviSite, Time Warner Cable and, most recently, Empirix.

Dana holds an MBA from Boston University and a BS in Accounting from Thomas College, and he is a WorldatWork Certified Sales Compensation Professional (CSCP).

Daniel Stewart

Director, Strategic Engagement | Optymyze

Daniel develops and leads transformational solutions across multiple business functions for global companies, leveraging over seven years of experience in strategy, management consulting, and sales operations.

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