Sales effectiveness and rewards
Driving sales force performance
“As
“ no single solution can provide the sales
lift organisations seek, leading companies
need to develop increasingly sophisticated
approaches that optimise every aspect of
effective management.”
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Towers Watson
Driving sales effectiveness
The business landscape is becoming increasingly
competitive: Labour markets are tightening; costs
are being managed more carefully, and companies
are facing increased levels of global competition.
Only one thing remains constant: growth is the key
to long-term success.
Simply put, your sales organisation is the
embodiment of your go-to-market strategy and
the primary face your company presents to
customers. Yet, while effective sales, support and
customer service functions are essential to your
organisation’s success, managing these teams
expertly is more complex and challenging than ever.
As no single solution can provide the sales lift
organisations seek, leading companies need to
develop increasingly sophisticated approaches that
optimise every aspect of effective management.
Sales effectiveness and rewards 3
The Towers Watson approach
Effective management requires more than just
motivating the sales force – it is also about
managing sales and service talent by putting the
right people in the right places and doing the right
things at the right cost.
Towers Watson’s Sales Effectiveness and Rewards
practice focuses on helping companies effectively
manage employees through programmes that
optimise sales talent.
Right people with
the right skills
Business and
sales strategy
Focused on the
right opportunities
Sales
effectiveness
Highly engaged
and motivated
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Business results and
sales force ROI
“Towers Watson’s Sales Effectiveness and
Rewards practice focuses on helping
companies effectively manage employees
through programmes that optimise
sales talent.”
Ensuring that the right
salespeople, with the right
skills, are in the right roles
Focusing on the right
opportunities to organise
and deploy the sales force
Rewarding the sales force
effectively and optimally to drive
high engagement and motivation
Our expertise includes:
• Developing sales competencies
• Managing sales force performance
• Managing sales careers
We work with you on:
• Sales role design and structure
• Sales deployment
• Decision support tools
We help you get it right:
• Sales compensation and recognition
• Risk alignment
• Communication
• Goal setting
Right people with the right skills
Focused on the right opportunities
Highly engaged and motivated
Recruiting
and selection
Career path
Sales
process
Sales role
design
Sales
compensation
Recognition
Performance
management
Sales
management
training
Sales
support
Decision
support tools
Communication
Goal setting
Sales effectiveness and rewards 5
Why Towers Watson?
Our Sales Effectiveness and Rewards consultants
are skilled at translating the unique growth needs of
your business into effective sales reward strategies.
Deployed across the globe, we provide deep,
hands-on expertise in developing and implementing
programmes that drive sales effectiveness. We are
supported by innovative research, as well as our
broader Towers Watson consulting resources in
areas such as communication, change management
and implementation.
Our research has guided the development of
practical, fact-based recommendations that foster
higher sales performance. For example, our most
recent study of sales effectiveness analyses the
human capital factors that drive the results of
high-performing sales organisations. We also host
industry-specific roundtables with sales and HR
professionals to facilitate conversations about
key sales management and compensation topics
and trends.
Proven results
Global focus
Towers Watson has a proven track record
in designing and implementing sales force
programmes across diverse industries and global
geographies. By aligning sales force behaviour
with your organisation’s business strategy and
compensation philosophy, we help you maximise
the return on your sales and marketing investment.
With motivated and focused salespeople, you can
increase performance, better execute go-to-market
strategies and further improve the return on your
total rewards.
We help clients around the world solve today’s
most difficult issues. Towers Watson deploys the
largest group of dedicated Sales Effectiveness
and Rewards consultants – in 38 countries. This
enables us to work with global organisations to
develop programmes and solutions uniquely
suited to the culture of both the company and
the country.
Deep expertise
Our experienced team collaborates with you
to solve your toughest challenges, such as
increasing productivity and identifying the traits
of top performers. We provide tailored consulting
services to the world’s leading companies across
various industries, including financial services,
high tech, telecommunications, pharmaceuticals,
life sciences, manufacturing, consumer products,
retail and media/entertainment.
Unparalleled research
We combine innovative thinking with proven
business analytics and research to look at the
performance and efficiency of your sales force
in new ways. And as public scrutiny of risk
management intensifies, Towers Watson has
the robust framework and tools to evaluate your
incentive programmes for excessive risk.
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Full implementation capability
A solution is only as effective as its implementation.
Our experienced, knowledgeable associates
throughout the world work closely with all
functions of an organisation to deliver results
across its global operations. When needed, our
Sales Effectiveness and Rewards practice draws
on expertise from our multiple business lines to
address the unique issues of our clients.
An holistic approach
We understand the importance of an effective
sales organisation to both your top and
bottom lines, and our work is guided by our
well-established business acumen. Our senior
team brings a rich and healthy blend of consulting
and practical industry experience to help drive
improved sales results for your company.
Further information
For further information please contact your
Towers Watson consultant or
Ron Burke
+44 20 7170 3257
ron.burke@towerswatson.com
Scott Cullen
+44 20 7170 2013
scott.cullen@towerswatson.com
Sales effectiveness and rewards 7
About Towers Watson
Towers Watson is a leading global professional services
company that helps organisations improve performance
through effective people, risk and financial management.
With more than 14,000 associates around the world, we
offer consulting, technology and solutions in the areas
of benefits, talent management, rewards, and risk and
capital management.
Towers Watson
71 High Holborn
London
WC1V 6TP
Towers Watson is represented in the UK by Towers Watson Limited.
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Copyright © 2014 Towers Watson. All rights reserved.
TW-EU-2014-36512. February 2014.
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