A Fortune 100 internet services company had over-engineered accelerator rates by business unit and job. These accelerator rates were not aligned with performance variability by quota size for the company.
This media company needed to create a global, market competitive and sustainable accelerator framework, and develop useful communication materials.
Alexander Group analyzed the company’s historical performance for 3,000 incumbents and completed an incumbent impact analysis. A historical quota size correlation analysis performed by Alexander Group analyzed three years of data to set quota breakpoints and excellence levels.
Alexander Group developed a new accelerator rate framework with a proposed pay structure. Alexander Group also assisted with creating new communication materials.
The new accelerator rate framework improved sales rep motivation, particularly for sellers with higher quotas, and reduced ongoing accelerator rate administration.
Learn more about Alexander Group’s media sales practice.