min(s) to read
May 31, 2023

Global Sales Incentive Design for Vastly Different GTM Strategies by Country

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


  • 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