Case Study: a legacy media company redesigns sales compensation to drive growth with Alexander Group

Legacy Media Company boosts sales compensation alignment with Alexander Group by removing a corporate measure and earnings cap

A legacy media company faced declining revenue as its sellers relied on the company's legacy brand to maintain accounts rather than pursuing new growth. They engaged the Alexander Group to redesign sales compensation, aiming to create a pay-for-performance culture and align sales strategy with corporate goals.

The Alexander Group conducted a sales model assessment and benchmarking exercise. Their recommendations included removing an infrequently used corporate measure and the earnings cap for core sellers, and modifying plans to motivate targeting large-account white space and strategic products. Through these changes, the company better aligned its resources and incentives with strategic opportunities, improving areas of its sales process and structure most in need of change.