Ideas and Research

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Watson Wyatt produces both Insights (concise analysis on a variety of thematic areas) and Technical Papers (in-depth research papers on timely topics).

These papers are available for download, free of charge, to registered members of My Watson Wyatt.

Latest Technical Papers and Insights

Making DC fit for purpose

Defined contribution (DC) has rapidly become the dominant structure for private sector pension schemes in the UK and has recently been stress-tested as never before. With DC poised to grow at an accelerated rate and as generations of employees become increasingly reliant on DC for their retirement security, people are beginning to question whether DC, as it exists today, is up to the job. What can be done to ensure that, going forward, DC is fit for purpose. This thought piece, which will be of interest to employers, fiduciaries, providers and advisers, looks at all aspects of a DC plan and examines whether they are suitable given the sums now committed to DC.

Building an Engaged Sales Force: What Matters to Asia-Based Employees?

Watson Wyatt research shows that employee engagement is a leading indicator of a company’s financial performance. Employees who are highly engaged tend to perform at higher levels and be more productive, driving corporate success. And, compared with other workers, highly engaged employees are five times as likely to believe passionately in what their organization stands for in the marketplace.

Given the direct impact of your sales force on top-line performance, keeping sales employees engaged is the key to achieving business objectives. But what factors motivate them? And how can you ensure your human capital programs are supporting the commitment and performance of your sales professionals?

Using insights from the Asia-Pacific version of Watson Wyatt’s global employee attitude research, we will explore what drives sales employee engagement and suggests ways to optimize sales force effectiveness.

Insight: Getting a Seat at the Table Revisited: How HR Can Influence Sales Compensation Design

Sales compensation is one of the most valuable tools an organization can use to drive behavior and communicate expectations to the sales force. Sales organizations can benefit greatly by having HR involved in the design and implementation of the sales compensation programs. The current economic environment has made the need for HR involvement in the sales compensation design even stronger.