Per Torgersen

Per Torgersen is the resident sales compensation guru at Symmetrics Group. Beyond compensation, Per is experienced at addressing the full spectrum of what makes a sales force effective, from strategy articulation, organizational sizing and structure, customer segmentation, role clarity, territory alignment, incentive design and performance management. If Per is not crafting sales effectiveness programs, he’s likely listening to music; Per is a walking database of pop music across the globe and can name the #1 hit for any given month and year with alarming precision.

Recent Posts

A Territory is a Territory is a Territory – Except When it’s Not

By Per Torgersen

Most of our clients want to talk about growth. Very often the first place they look is external – What new channels could we sell through? What new products should we emphasize? Are there additional partners we can tap into?

That’s all well and good, but what we find more often than not is that internal factors are a much more serious constraint. These factors can run the gamut from how resources are structured and/or allocated, broken internal processes between departments that support sales and the sales function itself, or misaligned incentive compensation plans. Recently, however, we have come across many cases of territory inequities. Below are the most common situations.

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Are Your Reps Getting Enough Feedback?

By Per Torgersen

One of my favorite ways to learn about a particular company and role is to ride around with a sales person, meet customers, and truly see the selling process in motion. During the hours of listening and observing, I always like to ask about what kind of feedback the sales person is getting. From my vantage point, I see two types – one quantitatively oriented, the other qualitatively oriented.

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The Power Of True Sales Effectiveness

By Per Torgersen

Across the years we have worked with many different clients in different industries, trying to solve a variety of their sales related challenges. Many of our clients state that they want to “improve sales effectiveness.” However, we have observed there are many variations to perceptions about what that means; improving a sales process, gaining traction on utilization of sales tools, sharpening-up recruiting, enhancing selling skills through coaching and development - You can take your pick.

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Economy Finally Bouncing Back? Buh–Bye… The Coming Exodus of Sales People

By Per Torgersen

It is mid-2013 and the tenuous, yet positive, economic indicators keep coming: housing prices up by highest level in 7 years, positive job growth in the private sector extends streak to 40 months, unemployment continues to fall. For many of our clients, these indicators present a double-edged sword.  First, the good - there is finally some growth and more strength and security in their business.

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Can We All Get Along?

By Per Torgersen

Do these comments sound familiar from your organization?  These are real quotes derived from interviews with sales people and other functions in various companies.

  1. “All they do is sit in meetings all day”
  2. “They never answer my calls and I never hear back”
  3. “He/she must have a 4 handicap in golf by now”
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