Product economics and complex selling dynamics require sales compensation plans that are financially sound,
drive the right behaviors and are responsive to changing market conditions. In the current environment, companies struggle
to provide the right incentives to drive sales while coping with margin pressures. We help design plans that are efficient,
effective and responsive to rapidly changing conditions.
- A major private equity firm was experiencing sluggish retail sales growth in a portfolio
company. We analyzed the profit economics of the array of products offered in company-owned
retail stores and developed a new sales incentive plan that properly
reflected the varying margins of those products. We then modified the sales management structure to reduce
cost and provide more front line selling support in the stores.
The result was significantly increased sales, improved store
margins and higher sales associate earnings.
- A leading telecommunications company was integrating a large
acquisition into its yellow pages business. We analyzed the performance
of and sales compensation plans in both entities to identify best
practices that drove necessary selling behaviors, reduced unwanted
turnover, and generated desired overall and product-specific results. We
then designed and implemented new incentive plans across the
organizationís expanded footprint. The client experienced
significantly higher sales volume per rep and lower unwanted turnover
contributing to post-merger sales results that exceeded plan.