MetLife’s major strategic change, unifying the company’s U.S. distribution channels, was matched by a major change in its incentive programs for 2011. Seven formerly separate conferences were replaced with The One—a single incentive conference designed to be bigger and better than the field force had ever experienced. In a typical year, Jeff Calmus, Meg Russell, and MetLife’s conference management team would be working on seven separate incentive meetings for two ...

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