Special Interest:
For Sales and Marketing Executives
Welcome to the section of the Wilson Group website that is dedicated to inquires and information for sales and marketing executives. As one who is charged with the responsibility for leading the organization’s business development and customer relationships, we have provided a collection of specific in resources, tools and information reports that should become very useful to you. We work with sales managers to assist them in developing and deploying their strategy. We look forward to working with you in addressing your specific challenges or issues.
We have provided a number of links to specific elements of our website that should be very useful you and your other executives. Whether you are the Chief Sales/Marketing Executive or the head of sales or marketing within your company, these resources should be used as helpful guides to improve the performance and growth of your organization. We have established partnership relationships with other organizations that may also be of assistance to you or may compliment your existing relationship with other advisors. We hope you find this information helpful, and that you will contact us directly if you would like to explore how we may assist you.
There are five (5) key areas where we assist sales and marketing executives in developing and deploying the strategy of the organization.
- Has the firm’s fundamental strategy been translated into a well understood and compelling sales strategy — that defines the key competitive advantage and desired customer relationships?
- Are the roles, accountabilities and interdependencies clear and effective among those directly involved in the development of business and customer relationships to achieve the desired market leadership?
- Are the measures of performance clear, consistent with the strategy and drive those factors that lead to the primary results you seek?
- Do you have the sales process, talent and support systems necessary to drive the behaviors implied as critical to your overall sales strategy?
- Are the total compensation plans for your sales and/or marketing management and professionals structured and effective to reward their achievements and enable you to attract and retain the top talent needed by the organization?
If the answer to any of these questions is “No,” then we may be able to provide the assistance you need to address these issues.
We have expertise, tools and information sources for assisting clients implement the leadership practices necessary to become and sustain a high performance company. We welcome the opportunity of working with you in any or a combination of the following areas:
- Develop and translate the organization’s business strategy into a coherent, integrated and clear sales strategy that is necessary to focus and utilize the talents of the organization.
- Clarify and integrate the roles, accountabilities, and key behaviors/competencies of the sales/marketing managers and professionals so they achieved superior performance.
- Assess and develop the performance measures and the corresponding sales support systems for the entire sales and marketing organization, so that the focus is on achieving the critical objectives, and driving those factors that lead to enduring results.
- Assess, design and implement integrated total compensation plans that drive the desired strategy of the business. To overview of this process, see:
- Provide information, research studies, articles and case studies to find more information on building effective systems to drive desired performance. These are located in the Resources and Publications sections of this website, and here are a few items of specific interest to sales and marketing executives:
- “An Offer They Can’t Refuse: A Summary of Key Enterprise Incentive Management Systems,” by Thomas B. Wilson, Fortune Magazine, February, 17, 2003. PDF is available.
- “Six Steps to Gaining a Talent Advantage” by members of the Wilson Group, WGI Newsletter to Clients and Friends, Spring, 2002. PDF is available.
- “Survey of Changes in Equity Compensation — 2006 - 2007,” The report of a special survey conducted by the Wilson Group.
- “Survey of Changes in Variable Cash Compensation — 2005,” The report of a special survey conducted by the Wilson Group.
To learn more about the Wilson Group, see the following:
About the Wilson Group
Our Capabilities and Services
If any of these areas are of interest to you, please contact us and we will discuss how we can assist you with the information or advise to support the changes you seek, or the information you need to make decisions with confidence.
Contact us at: 978-371-0476 or via the web. We'll be in touch shortly.
|
