Greg Blysniuk
MBA
Free
Sales Compensation Expert
Greg Blysniuk Quick Facts
- Main Areas
- Sales Compensation, Compensation, Market Benchmarking, ICM Software
- Affiliation
- Canadian Professional Sales Association (CPSA); Mississauga Board of Trade (MBOT); Human Resources Professionals Association (HRPA)
Greg Blysniuk, the founder and Principal Consultant of TopLine Sales Compensation Solutions, is dedicated to helping clients transform sales compensation into a competitive advantage. With experience dating back to 1991, he offers deep insights into the operational and strategic issues that are integral to effective sales compensation.
His sales compensation expertise was developed in operational and strategic roles with leading Canadian companies such as Rogers Communications, Sprint Canada and Allstream (formerly AT&T Canada). He has also consulted in a broad range of industries such as telecommunications, software, retail insurance, e-commerce, manufacturing, distribution, energy services, high tech and professional services.
Greg holds an Honours BA in Sociology & Law/Criminology from Carleton University and a Masters degree in Business Administration from McMaster University. He is a member of the Canadian Professional Sales Association (CPSA) and the Mississauga Board of Trade (MBOT).
His helpful "how to" articles on sales compensation have been published by the CPSA, and the MBOT, and appear on many popular internet reference sites.
Greg lives in Toronto, Ontario with his wife and two children. When his schedule permits, he enjoys fishing, golf and hockey.
Free Articles & Book Excerpts
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
Sales Management and Motivation
Solving the “How do I motivate my salespeople?” riddle is the central theme of sales compensation for many in sales management. The tactics used typically default to a “carrots and sticks” approach, or one that relies on extrinsic motivation. In this classic command-and-control environment, ...
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Article
Time to Change Your Sales Compensation Plans?
Recent surveys reveal that almost 95% of companies expect to change their sales compensation plans each year. These changes can range from minor tweaks to fundamental re-designs. n Does this mean that you need to change your plans this year to be consistent with prevailing best practices? ...
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Article
The Four Cornerstones Of Effective Sales Compensation
Effective sales compensation is critical to the success of any go-to-market strategy. Yet the design and management of sales compensation is rarely easy. After all, determining how people are paid is a sensitive matter which can become increasingly complicated when reconciling the disparate ...
Recently added
Article
Time To Change Sales Compensation Plans?
Recent surveys indicate that almost 95% of companies change their sales compensation plans each year. Frankly, I’m a little surprised by these statistics, and suspect the high number is due to the tendency in many cases to categorize minor tweaks, administrative matters, or even rolling out new ...
Recently added
Favorite Quotes & Thoughts from Greg Blysniuk
Looking for ways to motivate your sales people? Stop. You can not motivate a salesperson - they have to motivate themselves! As a sales manager, your job is to create the conditions in which your salespeople can fully engage in the process of selling.
Contacting Greg Blysniuk
E-mail: greg@toplinesalescomp.com
Toll-free: 877.883.5395
How to get started
Call or e-mail me to schedule a free 30-minute consultation. Do it today!
Other highlights
What You Get - A Complete Solution
TopLine’s design services provide what you need to get your salespeople focused on driving the growth of your business. This includes:
- A professionally designed sales compensation plan;
- A total pay package that reflects current market value;
- A break-even cost analysis;
- A payment calculator in MS Excel;
- A comprehensive document for your salespeople that explains every aspect of the sales compensation plan; and,
- Concrete advice on how to administer and implement the Plan.
On-Going Support
I realize that implementing a new sales compensation plan is just the start of the journey. Invariably, you will have questions about the plan and other aspects of your selling activity in the months following. So call or email me at any time. I’ll be happy to help!
What I Cover - the Big Eleven
What makes up a good sales compensation plan? I leave nothing to chance and address each of the following components to ensure your plan fits your needs precisely:
- Market Benchmarking: I analyze market data for comparable roles to ensure you are paying the right amount to attract the right sales talent.
- Break-Even Analysis: I run the numbers to ensure your sales compensation plan is cost-effective and affordable. It's a win-win!
- Leverage: I determine the ratio of salary to variable pay that best matches your selling environment.
- Measure Definition: I identify the metrics – units or revenue or margin, etc. – that will best align salespeople with your business objectives. This may include individual and team measures.
- Payout Formulae: I develop the arithmetic to convert performance into compensation payments. This could be straight or tiered commissions, performance versus quota or other techniques and combinations.
- Overachievement Payouts: I define an attractive but cost-effective bonus structure to reward your top achievers.
- Underachievement Penalties: I establish clear performance standards and define whether and how poor performance will impact earning potential.
- Qualitative Bonus Structures: I identify opportunities for bonuses related to non-revenue accomplishments.
- Payment Event: I determine the event that should trigger a compensation payment, such as contract signing or invoicing.
- Payment Frequency: I identify the payment frequency which is best suited to your selling environment. This might be weekly, monthly, quarterly or annually.
- New Hire Programs: I create a program to help new salespeople transition seamlessly into their new roles.
My Guarantee
My Work is GUARANTEED. If you do not believe I have met the objectives mutually established for your project, I will continue to work towards those objectives for no additional fee.
If after such an attempt, you still believe I have not met your objectives for this project, I will refund your fees in total.