Case Study: a financial services client simplifies sales compensation and improves seller performance with Alexander Group

a financial services client simplifies 10+ sales comp measures to 3-4 with Alexander Group

The Financial Services Client, a financial services organization, was struggling with overly complex and misaligned sales compensation plans that failed to incentivize desired seller behaviors. They engaged the Alexander Group to leverage its expertise in sales compensation benchmarking and plan redesign to address issues of metric proliferation, ineffective quota setting, and a lack of governance.

The Alexander Group simplified the compensation plans by reducing measures from over ten to just three or four core, influenceable metrics and recalibrated weights to support new business growth. This redesign, coupled with executive education and change management, resulted in better-aligned seller behavior, improved sales performance, and increased employee satisfaction. The Alexander Group provided high-quality implementation support during the client's annual kickoff to ensure a successful rollout.