Case Study

Transportation

Opportunity:

A transportation company had experienced stagnant sales for two years. The company was looking for ways to re-energize the sales force and also begin to introduce new types of services for their customers.

Solution

PB&A met with executives of the organization to gain an understanding of the business and began strategic planning on how and when to introduce the new service offerings for maximum impact.

A number of on-site visits were conducted with field leadership and account executives to gain insight into the roles, territories, and economics of the business. PB&A made the recommendation to "power" the business turnaround with a redesigned sales commission reward system.

During the course of the redesign study, market comparisons were conducted to ensure external competitiveness of salaries. Financial modeling was conducted in collaboration with the client to determine cost impact. Concurrently, internal tracking and measurement systems were developed to monitor and support the new sales compensation system.

During the first year following implementation, sales revenue jumped significantly accomplishing the first growth that had been experienced in three years.

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