Segmentation, Territory Analysis, Sales Process, Quotas, Sales Incentive Design
Published on
April 30, 2025
Sector: Consumer Products
Revenue: > $5B
Size: 300-person sales organization
Scope: North America
Impact: 15.0% Reduction in Compensation Cost of Sale (3% sales growth)
Business Issue:
- Company repositioned sales organization to drive consistency and motivation
- Company needed to bring more consistency in how it allocated its sales force, how to better serve its customers through territory design and motivate the teams to grow their book sizes
- From a product and marketing perspective, company needed to re-segment accounts and align with ideal product assortment so the sales organization could define roles to maximize time with the right customers and prospects
- Company needed to align incentives to increase focus on new growth areas while maintaining a consistent service
Approach:
- Customer segmentation
- Channel strategy & territory design
- Sales process
- Sales role definition & competencies
- Quota-setting & sales incentive design
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