Case Studies:

Improved Accelerator Rates for Internet Services Company

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:
The Alexander Group, Inc. (AGI) analyzed the company’s historical performance for 3,000 incumbents and completed an incumbent impact analysis. A historical quota size correlation analysis performed by AGI analyzed three years of data to set quota breakpoints and excellence levels.

The Alexander Group, Inc. developed a new accelerator rate framework with a proposed pay structure. AGI 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.

Download a PDF of this Case Study »

Learn more about AGI’s media sales practice.