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