A software development firm had great sales but low profitability. They were unclear about the source of the problem.
What We Did:
S4 interviewed both corporate stakeholders and sales representatives and learned that the sales reps were not compensated for selling the software multi-year service package. In fact, they were giving away the package, the company’s most profitable product, to get the sale.
The sales compensation program was redesigned, and the company’s profitability increased by 15%.