Case Study: a Fortune 100 internet services company improves sales rep motivation with Alexander Group accelerator framework

Fortune 100 Internet Services Company improves accelerator rates for 3,000 incumbents with Alexander Group

A Fortune 100 internet services company was challenged by an over-engineered and misaligned sales accelerator rate structure that failed to account for performance variability across different quota sizes. The Alexander Group was engaged to create a new global, market competitive and sustainable accelerator framework for the media company.

The Alexander Group analyzed three years of historical performance data for 3,000 incumbents to set new quota breakpoints and excellence levels. They developed a new accelerator rate framework with a proposed pay structure and assisted with communication materials. The solution improved sales rep motivation, especially for sellers with higher quotas, and reduced the administrative burden of managing the accelerator rates.