Engage and Motivate the Sales Force

We work with you to develop a reward strategy that directly contributes to creating a highly engaged and motivated sales force.

As economic pressures and shifts in business models and growth strategies change the way you do business, how do you keep your sales force connected, engaged and productive? Sales compensation and rewards are powerful tools to communicate performance expectations, connect employees to key business objectives and motivate people to achieve their goals.

Towers Watson’s Sales Effectiveness and Rewards team collaborates with you to:

• Develop competitive and motivating sales compensation plans aligned to key sales objectives
• Develop recognition programs that reflect your organization’s values and optimize recognition spending
• Set motivating goals to encourage your sales force and sales managers to meet and exceed business expectations

Our approach focuses on:

Sales Compensation

A well-designed sales compensation program communicates performance expectations, directs people toward key business objectives, motivates them to achieve and surpass goals, and attracts and retains the best talent. Our SER team works with you to ensure your sales compensation programs align with your business goals and drive a positive bottom line.

Recognition

When combined with cash and other noncash elements, recognition programs become part of an integrated system of rewards that carries consistent messages about your organization’s values, especially how highly you value your sales heroes. We partner with you to create a portfolio of recognition venues and options that will appeal to a diverse sales force and maximize the motivational value of your recognition spending.

Communication

Creating an aligned culture supports changes to a new structure or program. To achieve this, we gain a strong understanding of your company’s employees and culture, and partner with you to develop a communication strategy that drives employee buy-in, engagement and sustained behavior change. Our approach ensures that your sales force hears the critical messages, aligns with your business objectives and is motivated to deliver desired results.

Goal Setting

Effective sales compensation plans are the result of smart goal setting. To ensure your compensation delivers sales pay that is perceived by your sales force as both fair and motivating, we work with you to improve accuracy and identify and implement goal-setting practices that are a good fit for your business.