We’re passionate about helping you sell more, retain recurring revenue, and ensure your business is profitable with sales compensation plans that work.
Meet Dennis
🟩About Dennis
Sales Compensation Consultant
Driving Revenue Growth Through Pay-for-Performance Design
🟦 Who He Is
Dennis Gallinat is a seasoned veteran in the design and implementation of sales incentive compensation plans that drive measurable revenue growth, enhance profitability, and tightly align pay with performance.
With over 20 years of leadership across world-class organizations—Apple, Waste Management, Qwest Communications (now Lumen Technologies), and AAA The Auto Club Group—Dennis delivers high-impact, revenue-focused, compliant and scalable solutions.
🟧 What He Brings
Dennis designs and implements sales compensation plans that create a clear line-of-sight between business strategy, desired selling behaviors, and business results.
⏱️Aligns plans with organizational goals, culture, and capabilities - Drives desired behaviors and business results while taking into account each organization’s unique culture and capabilities
📊Data-driven designs - Aligns sales behavior with strategy through measurable, incentive-based plans while ensuring risk is mitigated
⚙️Scalable compensation plans - Builds flexible sales compensation plans that support growth across teams, markets, and channels enabling faster implementation, easier administration, and growth
🧭Cross-Industry Insight - Experience spans high-tech, telecom, travel, insurance, environmental services, automotive services, and logistics
He’s helped companies across diverse industries optimize sales compensation structures to reduce turnover and boost performance.
Dennis has also constructed and launched centralized policies, processes, and automation tools that reduce SPIFF approval cycles from days to minutes—transforming how businesses respond to market dynamics.
🟨 Philosophy
Sales compensation should be simple, focused, and fair—with a straight line from effort to reward and minimal administrative burden.
Dennis believes in clarity, consistency, and collaboration. He partners with leaders in Sales, Finance, HR, IT, Legal, and Operations to design plans that are effective, sustainable, and easy to administer.
🟪Methodology: The 4D Framework
Discover. Define. Develop. Deliver.
Discover - Assess current challenges and analyze performance drivers
Define - Identify the true root cause and set clear business objectives
Develop - Build the right incentive strategy—not just comp tweaks
Deliver - Implement, communicate, and monitor for lasting impact
🟧SMART Designs
Specific, Meaningful, Attainable, Relevant, and Timely.
Specific - Well-defined and clearly states what needs to be accomplished to earn incentive compensation.
Meaningful - Pay for performance that is personally valuable, significant, and motivational.
Attainable - Realistic and attainable given available resources and time.
Relevant - Aligned closely with business objectives and desired results.
Timely - Time-bound to communicate intent and create a sense of urgency.
🟫Industry Leadership & Speaking Engagements
Stanford GSB Sales Leadership Conference (2019) – Speaker
WorldatWork (2016) – “Survivor Analytics” with Mark Donnolo
The Conference Board – Founding Member, Sales Comp Leaders Council
Sales & Marketing Management Magazine – Published article
University of Miami – Guest Lecturer, Innovations in eCRM
⬜Credentials & Core Values
Credentials
MBA – University of Michigan - Ann Arbor
BBA – Eastern Michigan University
U.S. Marine Corps Veteran (Honorable Discharge)
Core Values
✅Integrity - Transparent and objective, always aligned with your goals
📐Precision - Grounded in analytics and regulatory rigor
🤝Collaboration - Builds consensus across functions and leadership teams
📈 Excellence - Delivers consistent, high-impact results across organizations
🟦Let’s Work Together
Ready to improve sales results?
Let’s talk.
📧 DG@dennisgallinat.com
📞 727-408-7238
🔗 LinkedIn