Aligning a Sales Force With a Changing Business Mix

Topics:
Incentives and Compensation,
Performance Management,
Strategic Management Tools
Tags:
Mercer Human Resource Consulting,
Payroll Solutions,
Sales,
Sales Force
Source:
Mercer Human Resource Consulting

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Overview: A mid-size, family controlled manufacturer of non-durable goods found its profits eroding from intense price competition due to fundamental industry shifts of production facilities to low-cost overseas plants. To survive and grow in the face of industry consolidations, the company knew it would have to de-emphasize low-margin commodity products and focus on high-margin specialty products. To achieve that goal required major changes in sales operations. Mercer Human Resource Consulting set out to develop a performance-based compensation plan that would be competitive to keep good reps from leaving; encourage the development of new selling skills; and be easy to communicate, administer, and extend to other locations as the business grew.

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