John Clark on Sales Compensation (Part 1)

OVERVIEW

In this 30-minute episode Jon Clark Director of Sales Compensation at Saleslevers talks with Richard Higham about how to reward sales to help achieve the business’ goals. Part 1 looks at the ways sales compensation interacts with sales strategies and structure. In Part 2 he focuses on process, practice and principles.

 

KEY TAKEAWAYS:

1. Sales strategies and sales compensation in a changing world.

2. Sales compensation in growing companies.

3. Incentivising the right behaviours in individuals, teams and businesses.

4. Sales compensation and organisational change.

 

BEST MOMENTS:

“Our observation is that on the one hand there are quite a lot of people who say they understand sales strategy and can contribute to that, but they don’t deeply understand t the intensities of compensation, and then there are compensation specialists who don’t always understand the idiosyncrasies of sales. Jon is unusual in that he brings those two things together.”

 

“There’s a three-legged stool where incentives, quotas and territories are all part of the picture.”

 

RESOURCES:

To discuss any of the sales compensation issues raised in this podcast please contact jon.clark@saleslevers.com

Jon will also be pleased to send you a quick sales compensation self-assessment tool.

 

ABOUT THE HOST

 

 

GSR host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesLevers and as part of the leadership team of Gyroscope International.

 

 

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

 

ABOUT THE GUEST

Jon Clark brings together a clear understanding of sales performance and deep experience of the theories, techniques and technologies of effective compensation. After 12 years with Deloitte consulting in this space he has advised and implemented sales compensation programmes across markets and sectors with business ranging from multibillion pi=und multi-nationals to high-growth scaling SMEs.

 

 

jon.clark@salesfitnessgroup.co.uk