Global Sales Incentive Design for Vastly Different GTM Strategies by Country
Published on
April 30, 2025
Sector: SaaS
Revenue: $3B
Size: 900
Scope: Global
Impact: 5.2% International sales growth
Business Issue:
- Company needed to bring more consistency in how it allocated its sales force and how to better serve its customers by changing the sales experience
- Company needed to create global sales growth and develop a go-to-market strategy in foreign markets
- Company needed to develop a new global sales force through better practices to find, hire and assimilate sales talent to aid growth agenda in foreign markets
Approach:
- Qualitative information collected through internal stakeholder interviews
- Quantitative pay and performance assessment across roles and regions
- Market benchmarking for base salary, total target compensation, and total cash compensation
- Development of plan design frameworks and pros/cons of options
- Cost analysis of potential plan designs
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