James King is a Sales Performance Expert within Mercer’s Career practice. With a comprehensive background in sales strategy, organizational design, and incentive compensation, he specializes in helping organizations optimize their sales effectivenessand align incentives with business objectives.

Throughout his career, James has delivered strategic guidance and practical support across a diverse range of industries. Hisexpertise encompasses:

• Role and Organization Reviews
  • Evaluations of current organizational structures, analyzing roles, and responsibilities.
  • Collaboration with clients to redefine roles, resulting in more agile and efficient sales teams that are better aligned with corporate goals
• Incentive Plan Evaluation and Design
  • Assessing existing incentive and compensation plans to identify areas for improvement
  • Design of customized incentive plans that effectively motivate sales teams, reinforce desired behaviors, and drive measurableresults
• Governance Frameworks
  • Guidance on establishing governance structures for sales and compensation programs
  • Assist organizations develop policies and procedures that ensure accountability, transparency, and compliance, thereby supporting sustainable performance management

James holds an MBA and a Ph.D. from the University of Texas at Dallas and a MA from St. John’s College. He is also a Certified Compensation Professional (CCP) and a Certified Sales Compensation Professional (CSCP). Beyond his consulting work, James actively contributes to the professional community as a board member of the Texoma Association of Total Rewards and the TexasTotal Rewards Alliance. He also regularly publishes on field-related topics, reviews content for the WorldatWork Sales Compensation Body of Knowledge,and is the author and developer of Mercer’s Sales Force and Performance Seriespublished by WorldatWork.