Designing Comp in Record Time to Drive Global Sales

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

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Overview: Coming out of a market downturn, a global leader of telecommunication automation solutions was eager to regain market share. But a "business as usual" approach wasn't going to make up for past losses. Management wanted a more strategic and profitable business strategy. This meant that the sales force needed to shift its focus away from nurturing comfortable client relationships and instead establish new relationships by proposing a new value proposition, expand strategic accounts, and sell more efficiently with managed solutions and professional services. The company contacted Mercer's sales effectiveness team to align the sales force with the new objectives.

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