Alignment Case Study

The Challenge:
When a newly-formed Animal Health organization tried to integrate two distinct sales cultures in order to be competitive in a volatile market, concerns about pay became a disruptive force, impacting overall sales performance.

Our Solution:
We partnered with the client to:

• Align the company’s sales forces, product management, and sales compensation plans with the business strategy and growth plan,
• Develop a consistent architecture for sales compensation with flexibility to tailor incentives for two separate sales forces, serving different markets, and
• Design sales incentive plans that reinforce consultative selling and reward both revenue growth and sales of strategic product.