Case Study: a network security solutions provider reduces quota variability with Alexander Group

a network security solutions provider reduces quota variability with Alexander Group

A network security solutions provider faced a challenge with its one-size-fits-all sales quota system, which led to high variability in goal attainment, low seller morale, and increased attrition. The vendor, Alexander Group, was engaged to help redesign the quota allocation methodology to better align individual goals with market opportunity.

Alexander Group implemented a modified fair-share allocation methodology that tailored each seller's quota by evaluating historical performance, seller experience, and market readiness. This solution significantly reduced variability in quota attainment, improved internal pay equity, decreased the cost of sales, and resulted in more balanced performance and higher morale across the sales force.