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
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
