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In the April 2017 SalesProChat podcast, we focus on the basics of Sales Compensation, why many organisations struggle to solve the problem of why they cannot get the results they expect from their salespeople, and the strategies that can help.


Listen to the interview with David Johnston

There are many key elements which must be integrated to develop a sustained advantage over the competition.

The good news is that once you have successfully achieved this alignment and the right sales compensation programs are in place, not only do you perform better and succeed more often, but it is very difficult for your competitors to emulate.

Listen Now To The CPSA Podcast

Our guest today is David Johnston. Dave is President of Sales Resource Group Inc.  He has a broad, international consulting background and offers experience, active participation and a Sales Resource Group approach to consulting with clients. David has over 25 years experience consulting for organizations in diverse fields, such as broadcast and print media, pharmaceuticals, telecommunications, information technology, retail, manufacturing and financial services.

Listen to the show to discover:

  • What is sales compensation why does it matter?
  • What is a sales compensation plan?
  • Many sales organizations struggle to find the “right” formula of structure and compensation that will support their sales success. What are the variables and which formula works best?
  • How does constant change cause poor channel performance and failure to achieve required sales targets?
  • How can auditing your existing sales compensation plans identify elements which are working and should be kept and parts which need to be changed to improve program effectiveness?
  • What deficiencies can be identified?
  • How can a Sales Manager use an sales compensation audit to provide a “blueprint” for short and longer-term improvement?
  • Do Millennials and Gen Xers have different motivations and material needs from sales compensation outcomes?
  • Do Canadian companies tend to approach Sales Comp plans different to their US counterparts?
  • What's new in Canada? Are there any recent/upcoming developments from Ottawa affecting sales comp programmes?

Listen Now To The CPSA Podcast

View the full transcription of this podcast episode here

Join The SalesProChat Twitter Chat, April 27, 1 pm ET

Every month we present a SalesProchat podcast and host a #SalesProChat Twitter chat. SalesProChat brings Sales pros and business leaders together to discuss major topics in Sales. On Thursday April 27, 2017 at 1:00 ET the CPSA will host our next Twitter chat. 

Business leaders, sales professionals and high-profile industry experts from across Canada and the US will come together on Twitter to share tips, strategies and enjoy lots of virtual networking.

The April 2017 #SalesProChat Twitter chat will consider the following questions:

Q1: Why is having a sales compensation strategy so important? #SalesProChat

Q2: Do Millennials and Gen Xers have different sales comp needs? #SalesProChat

Q3: Beyond money, what other rewards and recognition motives employees? #SalesProChat

Q4: What are your top Compensation Management Software products and why? #SalesProChat

More About David Johnston

David has held management positions at Ford Motor Company, The Bank of Nova Scotia, Price Waterhouse and Unisys Corporation. His consulting clients include CIBC, Bell Canada, Toronto Sun, Telus, Rogers Communications, Baxter, MeadWestvaco Corporation, SaskTel, Bell Aliant, Bank of Montreal, MTS, Canadian Broadcasting Corporation, and Shaw Communications. David works with clients in the areas of sales compensation, strategy, sales process optimization, performance management & objective setting and change management. He has managed multi-disciplinary teams in large-scale projects and is a sought-after speaker in the area of organization effectiveness.

In addition to his consulting and management background, David holds Masters Degrees in Clinical Psychology and Business Administration.  He teaches for World at Work and is a member of The Canadian Professional Sales Association. David is a member of the Canadian Advanced Technology Alliance Leadership Council.

Listen to the interview with David Johnston

More About the Canadian Professional Sales Association

Since 1874, we’ve been developing and serving sales professionals by providing programs, benefits, and resources that help you sell more, and sell smarter. 

Contact us today at or 1-888-267-2772 to see how we can help you and your team reach new heights in sales success.

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