Unifying Sales Incentives Following Growth Through Acquisitions

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

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Overview: In the aftermath of over 20 acquisitions in five years, a global image databank had many different sales incentive plans in place around the world. Management wanted to harmonize the plans so sales reps would all be paid and rewarded in the same way and to support the company's new strategic direction. As a growing global company, management saw the need for new incentives that would encourage the global sales force to leverage each other's expertise and the company's growing web-based image catalog. Internal equity of the plans and their competitiveness in the marketplace were also concerns. Mercer was asked to create a single, competitive, global rewards solution.

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