Case Study: a global entertainment company drives sales accountability with Alexander Group

Global Entertainment Company launches sales plans in month one with Alexander Group

The Global Entertainment Company, a leader in its sector, faced challenges with outdated sales compensation plans that failed to support growth objectives and lacked individual accountability. The company engaged the Alexander Group to conduct a sales compensation plan analysis and development project to address these issues and better align incentives with their strategic goals.

The Alexander Group implemented a comprehensive set of recommendations, including revising pay mixes, flattening the pay curve, shifting to semi-annual pay periods, and crediting bookings instead of recognized revenue. As a direct result of this partnership, the client was able to launch their new sales compensation plans on time at the start of the new fiscal year for the first time in over five years, resolving the sales organization's top complaint.