Tackling Sales Compensation to Drive Pricing Excellence
Bob Vezeau Discusses His Experiences with Redesigning Sales Compensation at WestRock
In effect, sales incentive schemes designed around gross revenues alone make it unprofitable for salespeople to make profitable decisions for the company. As such, improving the sales compensation plan can be a significant driver of improved pricing outcomes. But if you haven't done it before, tackling sales compensation can seem pretty daunting. In this expert interview, Bob Vezeau, the Vice President of Strategic Pricing at WestRock, discusses his experiences redesigning the company's sales compensation platform to better align with pricing excellence. Along the way, Bob not only shares some great tips for working with Sales to address this rather sensitive subject, he's also very open about discussing why his first attempt didn't pan out very well. Great lessons to be learned all around!
This interview is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Influencing Internal Pricing Negotiations
In B2B, the most costly pricing negotiations often take place within the confines of our own organizations. In this guide, you'll learn the top 10 strategies for negotiating better pricing outcomes with others inside your company.
View This Guide -
Pricing for Customer Lifetime Value
In B2B, retaining good customers over time is essential for survival. That's why Customer Lifetime Value (CLV) has become such an important metric. So what do B2B pricers really need to understand about CLV?
View This Webinar -
Competitive Insights for More Strategic Pricing
To avoid unnecessary pricing battles, you need to have a deep understanding of your competitors and their approaches to pricing. This guide shows you how to gain the strategic insights you need.
View This Guide -
Visualizing Data to See the Trees in the Forest
Walter Paczkowski on harnessing the power of data visualization to explore and explain the causes of margin leakage.
View This Guide
Come Join Our Next Webinar
Dynamic Price Segmentation
How to Model and Capture Profitable Differences in Willingness-to-Pay
