The Challenge

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.

Our Solution

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.

The Impact:

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.

​Back to Accelerate Consulting Group Results.