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Situation:
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.

Challenge:
This media company needed to create a global, market competitive and sustainable accelerator framework, and develop useful communication materials.

Solution:
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.

Benefit:
The new accelerator rate framework improved sales rep motivation, particularly for sellers with higher quotas, and reduced ongoing accelerator rate administration.

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Learn more about Alexander Group’s media sales practice.

 

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