Global Sales Incentive Design for Vastly Different GTM Strategies by Country

Sector: SaaS

Revenue: $3B

Size: 900

Scope: Global

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Impact: 5.2% International sales growth

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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
• Cost analysis of potential plan designs

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