Case Study

Sales Incentive Program and Budget $100M Software Provider

"SLKone assisted the Chief Financial Officer and Vice President of Sales to develop a simplified sales incentive plan, tied to business objectives, and an integrated payout model to ensure commissions are calculated and paid correctly"

Situation

  • The client had previously leveraged a complicated sales incentive program without documented or enforced standards
  • The approach with “exceptions as the norm” resulted in numerous errors and omissions when calculating sales commissions
  • The sales organization lacked trust in the commission calculations and payments resulting in a demoralized sales team

Bespoke Solutions

  • SLKone reviewed the previous model for sales commissions calculations and identified primary breakpoints
  • Prior quarter sales commissions were reviewed and corrected, ensuring commissions were paid appropriately
  • A new sales incentive plan was designed to reduce complexity, clarify targets and metrics, and ensure transparency in calculations
  • An integrated sales commission calculator and payout model was developed to support the current organization and future-growth

Leading With Results

  • Sales model developed and implemented across the organization to track $100M in sales for the upcoming year
  • Developed and rolled out sales targets for 33 sales individuals across the enterprise
  • New commission contracts and participation agreements were executed for the sales team
  • Improved clarity in sales commission process with improved transparency and designed compensation structure boosted team moral and lead to increased job satisfaction
  • Realigned employee and company goals as both were incentivized in a similar manner
Case studies and expertise may represent projects and engagements performed by SLKone team members prior to their employment at SLKone
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