Sales Compensation plans need to enable sales teams to meet their financial goals and commitments. Very rarely is there a perfectly right or wrong approach, and the challenge is to link a solid design to the leadership style of the team and the growth cycle of the company, in order to maximize the effectiveness of your program. Understanding the options, how they vary by industry, and each design’s pros and cons is a crucial step. You also must have a clear understanding of what the various design options can and cannot be realistically tracked, accurately administered, and cost-effectively enabled as important the overall success of the plan and your business. The best plan practices combined with pragmatic application lay out a foundation for long-term success.
Peter excels in aligning business objectives with benefits and rewards programs to drive improved financial results and enhance operational efficiency. He has a strong track record of working with leadership teams to come up with innovative ideas and approaches to tackle today’s evolving business challenges.
As a global thought leader, Peter specializes in various areas including sales compensation, executive pay, profit-sharing programs, benefits plans, benchmarking, organizational structure, job design and general reward and recognition programs. His expertise also extends to data analytics and has worked on numerous projects helping to set up HRIS systems.
With over three decades of experience, Peter has collaborated with leading companies in the rewards and recognition field. While much of his career has been in the technology sector, he has also worked in financial services, distribution, automotive, wine and spirits, and biotech industries
Peter’s unique blend of consulting and corporate experience sets him apart. He served as a consulting manager at The Alexander Group and was a Partner in Sibson’s Sales Effectiveness practice. Additionally, he held senior roles at Wells Fargo, Arrow Electronics, and most recently, as Vice President of Total Rewards at Hitachi Vantara/Hitachi Digital, overseeing benefits and reward programs across 50+ countries with compensation budgets exceeding $1 billion annually.
Peter is a frequent conference speaker and author on compensation topics, and he has also taught Sales Effectiveness at USC ‘s Executive MBA Program and was on the faculty of WorldatWork, teaching Sales Compensation Design for over 10 years, He holds a BS and an MBA from the University of California.