Gary Lawrence
Gary Lawrence is a Principal of The Cygnal Group located in Atlanta, Georgia. He has over 25 years of experience in managing sales operations organizations and in evaluating, designing, and implementing sales and customer service incentive compensation programs. He has led projects in clarifying sales strategy, aligning organization structures and jobs to the strategy, defining key performance measures, and redesigning the incentive compensation plans.
Prior to joining The Cygnal Group, Gary was the Director of Sales Compensation at Waste Management for seven years advising senior management on the design, implementation, and administration of over fifty sales and customer service incentive compensation plans. Before joining Waste Management, he was a Principal at Towers Perrin for ten years and a Senior Consultant at The Alexander Group for four years. As a consultant, Gary led projects for firms in telecommunications, financial services, consumer products, chemicals, pharmaceuticals, logistics, industrial products, and business-to-business services.
For nine years he worked in sales operations and human resources management at MCI Telecommunications and Sprint. Gary was a Personnel Psychologist in the United States Air Force for eight years, serving two years as an exchange officer with the Royal Australian Air Force.
Gary holds a MBA from the Owen School of Management at Vanderbilt University, a Masters of Arts in Industrial Psychology from St. Mary’s University of San Antonio, and a Bachelors of Arts in Psychology from the Florida State University.
