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!
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