Full Name
David Johnston
Job Title
President
Company
Sales Resource Group Inc.
Speaker Bio

David is the President of Sales Resource Group Inc. He has an extensive background in sales strategy, structure and sales compensation audit and design. Dave has 35 years of consulting experience designing plans for organizations in diverse fields, such as professional services, print and broadcast media, pharmaceuticals, retail, telecommunications, information technology, software, manufacturing, and financial services.

He has held management positions at Ford Motor Company, The Bank of Nova Scotia, Price Waterhouse and Unisys Corporation. His consulting clients include Bell Canada, Chicago Sun Times, HSBC, CIBC, Manulife Financial, BMO, Samsung, Shaw and Rogers Communications, lululemon, CTV/The Sports Network (TSN), and Truist Bank. David works with clients primarily in sales and incentive compensation design projects. He has designed plans for all types of direct, indirect, channel, management, call center and inside sales roles and managed multi-disciplinary teams on large-scale projects. He also works with small sales and management teams and is a sought-after speaker on sales effectiveness.

Relevant Experience

•Created plans for professional services, membership and sponsorship organizations including usage-based applications.
•Assisted the restructuring of a global packaging firm, including sales structure, sales compensation design and sales strategy
•Developed an integrated incentive compensation structure for a multi-national communications corporation that included call centre, telemarketing, field sales and major account groups.
•Conducted over 100 sales compensation plan audit reviews for diverse sales organizations.
•Created competency models, territory sizing, quotas and structure for global technology and a food manufacturing companies to improve attraction and retention of sales professionals.
•Developed a new sales and management incentive approach for an international Finance business

Skills and Certifications

Sales Performance Management: Audit and design of Plans/Programs,  Alignment of sales, business and technology strategies.

Education: Master's degrees in Clinical Psychology & Business Administration

Teaching Experience

WorldatWork – Sales Compensation: Fundamentals, Design and Advanced Level, Total Rewards & Communication of Total Rewards

Schulich Sales Leadership Program

Professor, Mohawk College – Compensation, Leadership & Teambuilding, Performance Management,

Speaking At
Simplify, Standardize, Syndicate & Systematize – The Steps Needed in 25 Minutes
David Johnston