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Welcome to the Corner Office Gazette. Who sits in the corner office? It can be the President, the top sales and marketing executive, a CFO.
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Wilkening & Company is a management consulting firm engaged in two main practice areas:
1. Assisting clients with the revision or creation compensation systems
and incentive plans that reward and retain top executives, managers,
sales executives and other key employees or employee groups.
2. Helping clients improve the effectiveness of their sales forces through
building sales strategies, productivity tools and account plans that
increase client sales performance, profitability and market share.
In addition, Wilkening & Company advises Boards of Director and CEO's regarding business strategy and matters of general management.
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Is this the right time to sit tight, or seize the opportunity to reorganize the company?
Watch video |
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Take the opportunity in this recession to reorganize your sales force
Watch video |
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The driving forces in sales effectiveness
Watch video |
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The challenges of family business management
Watch video |
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The uses of phantom stock compensation systems in private companies
Watch video |
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© 2003-2009 Wilkening & Company
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I recently presented this executive education program at the University of Wisconsin
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The benefits of a good pay system are a mission-focused sales force with low turnover, confidence, high productivity and profitability.
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Today, we focus more on "system selling," have fewer territory positions, a more highly visible sales force, increased pay at risk and new sales channels, such as e-commerce.
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Early in the business cycle, there is an emphasis on growth with a focus on entrepreneurial selling. As the cycle moves towards maturity there is a shift towards more team selling. As a business reaches maturity, a sales detailer profile is more common.
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| Depending on the business cycle and sales profile, the compensation mix changes: the more risk the greater the potential reward |
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| Keeping a successful sales person on the payroll, can save a firm significant dollars |
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| A question: What type of sales profile will drive success in your business? |
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