Case Study: a software company reduces sales rep turnover with Alexander Group

software company cuts rep turnover from nearly 2x benchmark with Alexander Group

A software company was experiencing sales rep turnover at nearly twice the industry benchmark rate, which became a significant cost as revenue growth slowed. The company hired the Alexander Group to diagnose the root causes, leveraging their Commercial Analytics practices to analyze territory design, quota-setting, and compensation methodologies.

The Alexander Group's analysis revealed inequitable territories and an abnormal compensation structure that severely disadvantaged new hires. They recommended a new territory methodology, a quota relief policy, and a revised target incentive structure to flatten pay mixes and increase incentives for reps below target, directly tackling the high turnover issue.