Sales Force Compensation: Challenges and Solutions

Available on-demand

For many wholesale distribution companies, sales compensation is an essential piece of their overall commercial performance. The long-term trends driving change in customer acquisition behavior that were accelerated during the pandemic along with levels of inflation unseen for decades have led many distributors to reexamine the effectiveness of their current programs.  

As distributors explore the introduction of new or refined selling roles and look to mitigate the pressures on their bottom lines, they have realized that changes to their sales compensation programs are required.  

This session focused on how sales compensation programs can be developed that support evolutions in selling roles without diminished risk or opportunity for program participants. Attendees walked away with actionable approaches to mitigate compensation related obstacles along with implementation best practices.  

Our Guest

Mike Emmerson

Mike Emerson, Indian River Consulting Group

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Thank you to our sponsors:

white cup, SAP, cxrx

About our guest:

Mike Emmerson

Mike Emerson

Managing Partner, Indian River Consulting Group

Mike Emerson is managing partner of Indian River Consulting Group. Mike has been with the firm since 1998 and has specialized in supporting the firm’s distributor clients on go-to-market strategy initiatives. He is an expert in distributor sales compensation and has authored two books on the subject for the National Association of Wholesaler-Distributors (NAW).  

About our host:

Ian G. Heller

Founder & Senior Partner, Distribution Strategy Group

Ian Heller is Founder & Senior Partner at Distribution Strategy Group, and has more than 30 years of experience executing marketing and e-business strategy in the wholesale distribution industry. He has written and spoken extensively on the impact of digital disruption on distributors.