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. 2 towerswatson.com
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. 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 Effectiveness and Rewards practice focuses on helping companies effectively manage employees through programmes that optimise sales talent. Right people with the right skills Focused on the right opportunities Business and sales strategy effectiveness Business results and sales force ROI Highly engaged and motivated 4 towerswatson.com
Towers Watson s 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 Our expertise includes: Developing sales competencies Managing sales force performance Managing sales careers Focusing on the right opportunities to organise and deploy the sales force We work with you on: role design and structure deployment Decision support tools Rewarding the sales force effectively and optimally to drive high engagement and motivation We help you get it right: 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 process role design compensation Recognition Performance management management training support Decision support tools Communication Goal setting effectiveness and rewards 5
Why Towers Watson? Our 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. Proven results 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. 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 fi nancial 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 effi ciency of your sales force in new ways. And as public scrutiny of risk management intensifi es, Towers Watson has the robust framework and tools to evaluate your incentive programmes for excessive risk. 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-specifi c roundtables with sales and HR professionals to facilitate conversations about key sales management and compensation topics and trends. Global focus We help clients around the world solve today s most diffi cult issues. Towers Watson deploys the largest group of dedicated 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. 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 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. 6 towerswatson.com
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 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. The information in this publication is of general interest and guidance. Action should not be taken on the basis of any article without seeking specific advice. To unsubscribe, email eu.unsubscribe@towerswatson.com with the publication name as the subject and include your name, title and company address. Copyright 2014 Towers Watson. All rights reserved. TW-EU-2014-36512. February 2014. towerswatson.com