Incentivizing competitive growth
The company retained competitive earnings, but incentives were not aligned to encourage expansion behaviors in their sellers, demotivating top performers from reaching higher targets.
SBI worked closely with the company to tailor the compensation plans to their strategic goals, creating four options for the company to consider.
Real Estate
Property management and commercial leasing.
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$8.8B
Revenue
The opportunities
- Quantitative assessments highlighted opportunities to optimize their account segmentation model
- The use of a new booking metric would help incentivize reps to deliver on strategic goals
Results
17%
Increase in expansion EBITDARelated capabilities / services involved
- Account Segmentation
- Sales Compensation Planning