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
-
The Triangulated Competitive Audit Guide
The Triangulated Competitive Audit Guide provides you with a full reference list of the strategic questions you'll want to ask to gain a deeper understanding of your competitors and their motivations.
View This Tool -
Identifying Your Value Along Five Dimensions
It's best to present a well-rounded set of criteria upon which customers can base a buying decision. In this guide, you'll learn about five dimensions of value with over 50 potential value-drivers that can influence buying decisions.
View This Diagnostic -
A Modern Approach for Fixing a Costly Profit Leak
We recently went through a virtual negotiation training program that can help close the massive skills gap between buyers and sellers. In this research brief, we share our impressions and recommendations.
View This Research -
Managing Successful Pricing Projects
Bringing new pricing initiatives to fruition in established B2B companies is rarely a cakewalk. So, how do we manage our pricing projects to maximize our odds of success and minimize the chance of failure?
View This Webinar
Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this interview as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges