"Serent has helped us crystalize both our organic and inorganic growth strategies. The growth team has been instrumental in translating that strategy into a working plan. Together, we have the clarity and collaboration to realize our market dominance in a highly competitive and time sensitive market."
TERESA CREECH
CEO, TERESA CREECH, CEO
Serent Investment Team
David Kennedy
Partner (Emeritus)
Sales Comp Plan Design
DESCRIPTION
New sales take 6+ months to negotiate and the account size is unknown at the point of close. This situation makes calculating commissions a difficult task
ACTIONS
- Serent cooperated with the sales leaders to determine the objective of the sales comp plan
- Serent developed a model to present the commission payouts for the same sales situation under different circumstances
- The model helped the business leaders choose a compensation plan and communicate it to the sales team
OUTCOMES
Compensation for sales representatives now ties to 3-year value of new contracts Account managers are now compensated on growth within existing accounts