Sales Effectiveness and Compensation
Companies face tightening labour markets, ongoing cost management, expectations of growth and globalisation. Managing and compensating your sales forces in alignment with your organisation’s business strategy is essential to superior company performance and growth.
Watson Wyatt brings unmatched global breadth and deep technical expertise to help you optimise the performance of your sales, marketing and services teams.
Deep expertise. We provide tailored services to the world’s leading companies. Our experienced associates work closely with all functions of your organisation to deliver results across your global operations.
Solutions that yield results. By aligning your sales force’s behaviour with your organisation’s business strategy and compensation philosophy, we help you maximise the return on your sales and marketing investment. With a more motivated and focused sales team, you can improve productivity and better execute go-to-market strategies.
Unparalleled research. Our recent study on sales effectiveness revealed the human capital factors that bring results for high-performing sales organisations. This and our other research help us understand the pulse of the market and develop evidence-based recommendations for fostering high sales performance
Collaborative working style. Our associates couple their content expertise with your extensive knowledge of your business to develop practical solutions. Further, in industry-specific roundtables with sales leaders, we facilitate the discussion of challenges and trends. Our work style, objectivity and overall flexibility result in strong, long-lasting relationships with our clients.
We work with your organisation to:
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Improve selling effectiveness. We help you develop and implement your sales strategy, including roles, structures, processes and programs. This provides you with the architecture for selling success and the building blocks with which to construct and deploy an effective sales model. Our services include:
- Sales strategy determination: Growth planning, customer segmentation, and sales and marketing support programs
- Go-to-market execution: M&A integration, direct and indirect channels, sales processes, role clarification and design, sales organisation structure, and territory and headcount deployment
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Align sales compensation. We work with you to understand your sales models, sales roles and selling requirements, and to develop sales compensation plans that drive individual and company performance. And we take the next step, helping you develop support programs to ensure that the plans attract, motivate and retain critical sales talent. These services include:
For more information on how to optimise the effectiveness of your sales forces, please contact your local Watson Wyatt office.
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