Situation
  • Software development firm – sales to automotive, gaming and industrialized firms
  • Post IPO
  • Global sales organization

Challenges
  • History of frequent incentive plan changes
  • Goals and goal achievement not aligned with company results
  • Majority of salespeople perceive they are underpaid; low trust in the system
  • Aggressive goals in coming fiscal year require engaged sales force

Actions
  • Through a series of leadership workshops, evaluated alternative approaches to increasing goal alignment and incentive pay opportunity
  • Aligned measures, mechanics and pay opportunity with industry practices
  • Developed a communication strategy and ongoing plan management protocols

Results
  • Completed consulting engagement on time and below budget
  • Salespeople recognize and appreciate company’s efforts to gather their feedback during the design process (through 1:1 interviews w/ consultants)
  • General confidence is high for a successful 2010

Copyright 2011 NewSigma, LLC:  Sales Compensation Consultants.  All Rights Reserved

Sales Compensation Case Study: Software Company

NewSigma
We Fix Sales Comp
(800)470-8919