The growth for a large pure play digital publisher had been flat in the primary revenue channel. Their segmentation model and sales compensation program had not evolved with the  sales organization.

The client required the development of a new sales compensation program that aligned to future-state strategy, revenue segmentation, updated coverage model, desired behaviors for each job and pay philosophy.

Alexander Group reviewed and provided guidance to the leadership team regarding sales team structure and job design. A detailed sales compensation program assessment identified key areas to improve in future-state designs. Based on the data, Alexander Group designed a best-in-class sales compensation program to align with the client’s strategic growth efforts.

From Alexander Group’s recommendations, the client aligned a new sales team structure to revise revenue segments with updated go-to-customer strategies. They also implemented a newly designed comprehensive sales compensation program that promotes growth and strategic product focus.

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