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
-
Leveraging Price Testing
What do you need to know about the state of price testing in B2B environments? Which methods are best? And more importantly, how can you leverage these powerful concepts in your situation?
View This Webinar -
"Better" Practices for Pricing Improvement
That lofty place of "best practice" can sometimes seem very far away. Fortunately, pricing has so much power that amazing results can be generated by just getting "better." In this webinar, learn how to adapt best practices in less than ideal situations.
View This Webinar -
Marketing Pricing Initiatives for Success
Pricing initiatives often require buy-in from multiple departments just to get off the ground. In this on-demand training seminar, learn the essential marketing process for securing and maintaining internal buy-in and support for your pricing projects and initiatives.
View This Webinar -
Using Pricing Analysis to Drive More Growth
Pricing analysis capabilities are usually only focused on pricing. But pricing isn't the only thing the analytical processes and underlying data can be used for. In this on-demand webinar, you will learn how answering other powerful questions can increase your impact and internal profile.
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