“We need to rationalize our sales model and design new sales incentive plans to support of our aggressive growth targets”

• Growing sales force with aggressive staffing objectives

• Introducing an overlay product specialist role to provide technical sales support

• Lack of clarity among salespeople relative to management’s expectations for:

- The most desirable market segments
- The importance of growing profitable revenue
- Selling a specific product/service mix
- Focusing on new accounts versus existing accounts

• Current sales compensation plan lacks explicit performance expectations and does not differentiate pay relative to product mix imperatives

• Clarified sales and technical sales support role definitions in support of business objectives and go-to-market strategy

• Designed new sales incentive arrangements for all sales, sales support, and sales management positions that rewarded consistent with overall business objectives

• Validated performance expectations for core selling roles

• Actively supported the implementation effort by producing all communication materials, plan documentation, and earnings calculators

• Trained sales management staff on the new sales incentive plans and prepared them to communicate the plan to their staff