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 Essence of Strategic Pricing
It's easy to fill your to-do list with all sorts of tactical pricing tasks. But if you're only focusing on those, it's hard to generate significant results. View this recorded training seminar and learn about tackling the most powerful and effective aspects of real strategic pricing.
View This Webinar -
Driving Consistent Price Execution
Every B2B pricing team wants to ensure that their sales team is consistently applying the appropriate pricing levels and policies. How do you make it happen? What do you need to know?
View This Webinar -
There's More to Profit Than Price
For many pricing teams, expanding their perspectives from "pricing" to "profitability" is the key to maximizing effectiveness. In this on-demand training session, we expose and explore five of the other powerful growth levers that really matter in B2B environments.
View This Webinar -
The Fundamentals of Effective Pricing Analysis
In this on-demand training webinar, we share the fundamental concepts and principles behind effective pricing analysis, expose the critical building blocks that need to be in-place, and walk through a basic pricing analysis example to pull everything together.
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