Scott Barton

Scott Barton

Scott Barton is a consultant with Grahall Partners, LLC. He is a consultant to financial, sales and human-resources leadership on issues related to sales compensation and incentive plan design. Clients measure the results of Scott’s work through sales increases and expense reduction. Effective incentive plan design and execution increases productivity by engaging the company’s sales population around goals and pay opportunity. Efficient plan management reduces the costs associated suboptimal processes and technology used to support the incentive programs.

Scott has over 15 years’ experience as a management consultant in sales effectiveness, compensation and productivity. Scott led Watson Wyatt’s sales effectiveness practice in the San Francisco Bay Area, and was a principal with Mercer’s sales force effectiveness and compensation practice. Scott was regularly engaged in complex, global assignments, and helped manage teams in the U.S., Europe and Asia to execute global project deliverables. As a leader in these firms’ West Coast practices, Scott focused on Fortune 1000 technology, medical device and financial services firms during a time of unprecedented industrial growth. A common theme during most assignments was to increase the engagement of sales and customer-contact professionals to deliver financial results through cost-effective rewards strategies and programs.

Scott has consulted in the sales effectiveness practices at The Alexander Group and Sibson & Co., two firms having pioneered sales effectiveness practices and principles.

He has authored articles for WorldatWork, The Sales Management Association and Sales & Marketing Management publications and is a frequent guest and speaker at industry briefings and workshops.

Scott was a vice president for a Fortune 500 financial services company and helped lead the firm to transform its retail sales model through the design and execution of a new rewards strategy. In this role, Scott helped the organization adopt an incentive management governance structure and set of formal processes for the review, design and approval of major incentive plan changes. Scott helped develop a set of operational protocols and tools, which increased the efficiency of sales reporting and incentive administration. Today, this organization is viewed as a leader in its industry for sales leadership and client loyalty.

Scott has been a sales and marketing executive with a global industrial firm, and a principal and owner of two small-business concerns.

He received a MBA from the University of Southern California and BA from California State Polytechnic University (Cal Poly)

Together with Mike Meisenheimer, Scott authors the blog SalesCompInsights.