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.
Results:
The sales compensation program was redesigned, and the company’s profitability increased by 15%.
