The Hindu Business Line : Watson Wyatt launches sales consulting arm

Bangalore, Dec. 5 Global human consulting firm Watson Wyatt is launching its sales effectiveness and compensation consulting services in the country. Watson Wyatt will help clients develop and implement their sales strategy, roles, structures, processes and programmes for their sales divisions.

“We have all the tools to capture the market for our clients, whether it’s helping them think of sales channels, sales processes, buying processes, sales targets, career planning for sales people or designing compensation packages,” said Mr Datta Dave, Principal Consultant, Sales Effectiveness and Compensation, Watson Wyatt Worldwide.

Watson’s sales effectiveness services begin where strategy consulting firms leave off, he explained. While other consulting firms focus more on operational issues, Watson’s new services will look at tactical implementation of sales strategies. The consulting service will work with all strata of sales force from frontline staff to senior sales team members.

“The consulting division will design territories, structure sales organisations, reallocate resources, help in the communication process and help companies achieve their turnover targets,” Ms Anita Belani, Country Head, Watson Wyatt India.

In a research of sales force pay, performance and effectiveness, Watson Wyatt studied the differentiating factor between high-performing sales forces from their low-performing counterparts. It was found that sales people at high performing companies are discriminating about how they spend their time, strategically choose whom they spend their time with, focus on maximising administrative effectiveness, are motivated by sales incentives and long-term incentives, and believe in their companies.

The HR consulting firm is currently informally working in the area with a few clients in the country including an entertainment company, a hi-tech company and a network infrastructure company.

More Stories on : Announcements | Consulting

Article E-Mail :: Comment :: Syndication :: Printer Friendly Page