Optimizing plan design is a complicated endeavor. However, when plan proliferation occurs on a global level, the complexity level can increase exponentially.
Our client is a global leader in industrial products, organized by multiple lines of business, and employs worldwide sales teams with over 5,000+ sellers. This company required assistance analyzing over 2,500 sales job titles with more than 200 different compensation plans across regional and global selling teams.
This leader chose Alexander Group because of our industry experience, sales compensation expertise, proven strategic frameworks and solutions-oriented approach toward complex situations.
Given the scope and complexity of the issue, Alexander Group created two projects and four phases that included:
Phase 1: Strategy confirmation diagnostic
Phase 2: Global framework design
Phase 3: In-region plan designs
Phase 4: Implementation and change management
These projects and phases aimed to create a pathway for successful analysis, design and implementation of a holistic global sales compensation program.
Gain a comprehensive evaluation of the current global plan and administration by comparing existing practices to industry best-in-class principles, market practice and alignment with the client’s growth strategy.
Identify quick wins for immediate execution.
Create a global plan framework design by platform job with committee consensus on global program guiding principles, regional/global component designs and in-region design guidelines.
Identify changes to make the administrative process more efficient and cost-effective, driving an engaging employee experience.
Craft in-region plan designs that are globally consistent and drive specific behaviors aligned with regional business needs.
Develop a successful, on-time, coordinated plan rollout with rep-specific reference materials.
Design repeatable processes to allow for plan updates that evolve with strategy and structure changes.
The projects and phases revealed multiple insights from the current state that set the foundation for solutions and alignment with their business objectives.
5,000+ individuals participated in the sales compensation program across 2,500 unique job titles and 250 unique job profiles. The resulting coverage and job role execution varied significantly across global sales teams.
Reduced the number of platform jobs from 250+ to 37, addressing multiple business units
Migrated approximately 1,000+ sellers from commission plans to quota-based bonus plans
Alexander Group’s proven management framework and sales compensation expertise supported this global leader in efficiently aligning its sales resources and investments with its strategic growth strategy. They now have an effective plan design that drives positive sales behaviors, simplifies their plan design and creates a foundation for growth.
Our expert leaders assess, align, design and implement powerful sale compensation programs. Alexander Group has helped organizations realize the full benefits of effective sales compensation programs to attract, retain and reward best-in-class sales talent to profitably grow the business.
We can help with all elements of your sales compensation program.
Alexander Group understands your revenue growth challenges. Since 1985, we’ve served more than 3,000 companies across the globe. This experience gives us not only a highly sophisticated set of best practices to grow revenue—we also have a rich repository of unique industry data that informs all our recommendations. Aligning product, marketing, operations and finance efforts behind a successful sales organization takes insight and hard work. We help the world’s leading organizations build the right revenue vision, transform their organizations and deliver results.