“Our go-to-market approach and sales incentive plans no longer reflect the changing nature of where the market opportunities are and how customers buy.”

• Shifting market dynamics in terms of the most profitable sources of revenue growth

• Changing customer landscape requiring more sales role specialization to meet customer requirements

• Current sales compensation plan does not appropriately reflect the shift in revenue mix

• Management perception that the current plan pays too little to top performers, with insufficient dispersion in payouts between top and median performers

• Clarified sales roles required to support the go-forward sales model

• Assessed current incentive plans relative to the selling role requirements of the new sales model

• Designed new sales incentive arrangements for all sales, sales support, and sales management positions

• Validated quota expectations for core selling roles

• Prepared management overview presentations and incentive earnings calculators to support the implementation process