When a newly-formed Animal Health organization tried to integrate two distinct sales cultures in order to be competitive in a volatile market, concerns about pay became a disruptive force, impacting overall sales performance.
We partnered with the client to:
- Align the company’s sales forces, product management, and sales compensation plans with the business strategy and growth plan,
- Develop a consistent architecture for sales compensation with flexibility to tailor incentives for two separate sales forces, serving different markets, and
- Design sales incentive plans that reinforce consultative selling and reward both revenue growth and sales of strategic product.
Following implementation, concerns about pay were eliminated and sales results in the first year significantly exceeded expectations.
ALIGNMENT: Ensure business strategies, sales approach, and people are aligned to execute the growth plan and achieve key goals and objectives.