The Wilson Group

Special Interest:

Sales Compensation
Utilizing Targeted Metrics and Incentives to Build Market Leadership

Sales people serve a critical role in determining the success of the commercial enterprise. They represent the organization in the marketplace, create relationships with customers, promote the organization’s products and services, and generate the revenues for the organization. The sales professionals are often the primary link between the organization and its customers.

Aligning Reward Systems with the Sales Strategy:

In high-performing companies, executives ensure that the sales function is organized, staffed, trained and compensated consistent with the organization's strategy. Since the actions of the sales people reflect the company’s sales and business strategy, an effective alignment between strategy and behaviors is critical to the organization’s success.

The marketplace for effective sales talent is highly competitive. To be successful in attracting and retaining desired talent, the organization needs to examine both how much and how people are rewarded. There is perhaps no other function within an organization where the relationships between strategy, measures, behaviors and rewards are so direct. This means it is critical that executives have the information on what is working and not working in managing sales performance. They need to have confidence that the performance measures and reward systems reinforce the company’s key success factors. Further, the payouts and total cost of sales need to produce the desired return on investment.

What the Wilson Group Offers:

The Wilson Group has unique expertise in aligning total performance reward systems of the sales organization with the company’s key success factors. Our assessment and program design capabilities can assure that the roles, measures, program designs and practices consistent with what you want your sales organization to deliver. We work collaboratively with our clients, blending our expertise with their knowledge of the company’s strategy, culture, systems and management capabilities. We find that this approach is highly effective in building performance systems that work.

We can assist you to:

1. Define and articulate the core sales strategy that creates competitive advantage.
2. Describe desired sales roles, accountabilities and competencies for the sales organization.
3. Assess the effectiveness and alignment of current performance measures, tracking and the design of their total reward systems.
4. Collect and assess feedback information directly from the sales force on key areas of interest or concern.
5. Assess the competitiveness of total rewards and the cost of sales.
6. Identify the critical performance measures of sales results and sales process that are consistent with the overall strategy of the company.
7. Develop unique approaches to commission, bonus and recognition programs.
8. Create models to calculate cost of sales and return on compensation.
9. Create communications, calculators and compensation plan documents that ensure the understanding of the models and tools being implemented.
10. Recommend technology to assist you in administering the plans being implemented.

Our process focuses on key business drivers and builds commitment to change. We are both results and process oriented, which enables us to be innovative and develop programs that can give your company critical competitive advantages. This will enable you and your organization to achieve desired top-line revenues and bottom-line profitability. That is what winning is all about.

Please contact us at 978-371-0476 or at info@wilsongroup.com.