Tom Hill, Partner

Tom is a Partner at Axiom Consulting Partners based in the Chicago office. He is the leader of Axiom’s Revenue Growth and Consumer & Retail sector practices.

Tom has more than 20 years of management consulting experience. He partners with clients on developing and realizing growth strategies through sales effectiveness and go-to-market applications. From customer engagement to sales strategy, sales team deployment, role and incentive design to quota-setting and compensation, Tom brings a data-driven approach paired with the latest behavioral science learnings to creating winning strategies.

My wife and I love to travel.  Whether it’s across state lines or across an ocean, experiencing new places gives me different perspectives, which I take with me in my consulting work to connect new ideas to solve unique business problems.

Experience

Prior to joining Axiom Consulting Partners, Tom spent ten years at Hay Group where he formed and then led its sales effectiveness practice. He started his consulting career at PwC and Prudential Financial.

Some of Tom’s experience highlights include:

• Go-to-Market Transformation – led global sales organization design for a manufacturer to evaluate customers, markets, and channels. Outlined new operating model and structure, sales process and defined new sales roles to better manage existing customers and foster more new business development.
• Channel Alignment – resolved channel conflict between how SaaS company segmented markets and aligned opportunities to external implementors. Assessed total addressable market and create rules of engagement for the global sales team.
• Retail Effectiveness – partnered to address relatively flat retail store sales growth and need to improve customer service by better enabling store success through sales model, labor model and incentive changes for a specialty apparel retailer resulting in 4.3% increased revenue.
• Sales Deployment & Coverage – partnered on sales enablement for P&C insurer. Adapted agency model through sales organization redesign, territory design, competency models, and incentives.
• Sales Incentives – led global sales incentive design for an information services company. Enabled sales growth and penetration of new products and verticals by clarifying roles, designing sales incentives and cost models, resulting in 5.5% increased revenue.

Tom earned his MBA from Quinlan School of Business, Loyola University Chicago, and his BA in Business Management from Wittenberg University in Springfield, Ohio. He is a Certified Sales Compensation Professional (CSCP), author, and a frequent speaker at World@Work events, industry associations, and universities on the topics of sales effectiveness, strategy, and talent.