Sales Effectiveness and Rewards

Your sales organisation embodies your go-to-market strategy and is your company’s primary face to customers. Yet expertly managing, engaging and motivating essential sales, support and customer service functions is increasingly challenging. We work to develop strategies, and programmes that drive sales force effectiveness, guided by deep expertise and competitive insights.

Through programmes that optimise sales talent, we can help monetise your company’s sales strategy. The WTW model for sales effectiveness includes:

• Sales talent management: Help ensure you have the right salespeople, with the right skills, in the right roles with our customised job architecture and career frameworks. We assess the best roles for current and potential talent, help set competitive pay levels and support that talent by identifying critical skills needed for success.

• Sales organisation design and implementation: Find the optimal way to deploy the sales force. We work with you to define sales roles to ensure alignment with customer segment requirements.

• Sales compensation: Determine the right rewards to engage and motivate your sales force. Strike the right balance between maximising motivation and minimising the risk of inappropriate sales. We are positioned to help you clearly understand your incentive plans’ strengths and weaknesses and to develop new and improved incentive plans and recognition programmes.

We execute these services by gathering employee perspectives, and facilitating consensus among executives. We can help establish a programme of communication and change that includes compensation governance.