Case Study: a Fortune 500 software company achieves global sales compensation consistency with Alexander Group

a Fortune 500 software company cuts sales comp plans from 550 to 80 with Alexander Group

A Fortune 500 software company faced challenges due to its decentralized sales structure, which led to a high expense-to-revenue ratio, missed targets, and an unmanageable number of sales compensation plans. To improve productivity and cut costs, sales leadership engaged the Alexander Group to streamline and standardize their global sales roles and compensation plans for their 4,000 employees.

The Alexander Group implemented a new governance structure and collaborated with the client's teams to define a global set of job roles and design aligned sales compensation plans based on best practices. This initiative successfully consolidated approximately 550 plans down to 80, creating consistency and driving a pay-for-performance culture. The new, simplified program allowed for quicker buy-in, easier sales team education, and better management.