International courier: Developing a global compensation architecture
International courier: We developed a global compensation architecture to refocus the sales force on profitable customers and products. Now implemented in four continents, the program is on target to achieve 20% sales growth plus a product mix improvement, at lower selling cost.
Experience
Oliver Wyman’s recent work in the area of sales and distribution model transformation includes:
European insurer: Designing a new sales force model >
U.S. manufacturer: Focusing sales force on most valuable customer segments >
International courier: Developing a global compensation architecture >
Staffing firm: Identifying the influence of key sales force investments >
Asia-Pacific bank: Improving the retail distribution model >
Telecom/data services provider: Modeling sales force productivity >
