BETTER SALES COMP CONSULTANTS - Key Persons
Clinton formerly served as the Western Region Sales Effectiveness Practice Leader at Watson Wyatt (now Willis Towers Watson) before starting Better Sales Comp Consultants in 2009. Prior experience includes human capital and process consulting roles at Sibson Consulting and Accenture, as well as corporate sales experience in various organizations.
A sales compensation program should serve as a critical enabler of your business strategies and sales success. Your sales incentive costs are significant; it is essential to ensure your plans direct, retain, and motivate. Few levers can so quickly or efficiently impact the overall performance of a sales organization! But sales comp plan designs in any given organization are often limited to "how we've always done things" or people who "saw this work at my last company". The best plans derive from considering cross-industry best practices expertly applied to each unique environment.
Clinton helps clients utilize sales compensation investments to achieve business and sales results. Without a properly focused, motivated, and rewarded sales team, achieving overall business goals becomes something hoped for rather than enabled. His work focuses on motivating sales and service people to fulfill the promise of an organization's unique business objectives.
Determining the appropriate strategy for your sales organization is critical. You operate in both mature and emerging markets - better sales compensation plans will create cohesiveness and alignment across your globally diverse sales force. The right solution should factor in…
Joe works with cross-functional leadership teams to identify and agree on opportunities for improving the effectiveness of sales incentive programs and for developing and implementing new alternatives that drive desired behaviors and results in a cost-effective manner.
He has over two decades of consulting experience designing sales incentive programs across a broad range of industries, built on another two decades of primary experience in sales, sales management, sales operations and product management in high tech manufacturing, high tech distribution, and logistics services.
Most recently, Joe served as Global Leader for Willis Towers Watson's Sales Effectiveness and Rewards practice, and he also previously served as a Principal and Regional Manager with the Alexander Group. He has worked with both domestic and global companies - global companies headquartered in North America and global companies headquartered elsewhere. He has written numerous published articles and white papers on sales compensation and sales productivity and is a frequent speaker at national conferences and associations globally.
Joe has been responsible for designing and implementing a wide range of sales force programs including sales talent management, job role definitions and rules of engagement, quota setting and allocation processes, performance measurement, and sales incentive administration and governance processes. He has worked with direct and indirect field roles, inside sales roles, customer service roles and many other specialty roles that participate in the selling process.
Sales incentive plans are the bane of most organizations; they usually require a disproportionate amount of leadership attention relative to the affected headcount and can too easily drive dysfunctional and inappropriate behavior when they no longer align with the way…
Per Torgersen works with sales leadership, sales operations, HR and other functions to determine optimal sales compensation plans that fit with the organization's strategy, culture, and measurement and reporting capabilities, to drive the desired top or bottom line results.
Effective Sales Compensation programs need to be aligned across the spectrum of sales force elements as well as technical design - everything needs to be considered, from the roles themselves, territory structure, quota setting process, communication of plans and reporting…
Better sales compensation plans provide individual focus on job priorities and sales strategies and ensure top performers are well rewarded - upside for the right results! Are you confident in your sales compensation plan designs? Do you feel they are…