If you're confident that you know what your qualifiers want in an incentive program, you can skip this article. But if you suspect that your conferences could be more competitive, attract more qualifiers, and drive more sales, keep reading. In late 2005, Brian Lauber, CMO, OneAmerica Financial Partners, undertook a total review of the company's incentive programs, a multiphase process that lasted a year and, in at least one way, is ongoing. “We evaluated our meeting planning vendors,” he ...

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