CASE STUDY

Designing Sales Compensation Programs

SaaS Company Drives 40% Increase in Opportunity Value with Best-in-Class Competitive Compensation

Attracting Top Sales Talent in a Competitive Market

With 10 million new jobs created in 2021 and a short 2.8-year average employee tenure, many companies are struggling to recruit and retain sales talent. For sales organizations, a small increase in sales representative attrition can increase the costs of sales by 4-6% and reduce revenue attainment by 2-3% (Forbes), making recruiting competitiveness a clear priority. In our client work, we have found that improved compensation—specifically employing pay-per-performance models—can increase recruiting success and keep costs neutral in the fight for the highest talent.

How MarketBridge Designed an Attractive Compensation Plan to Enable Growth

MarketBridge worked with a SaaS company to align their sales compensation and incentives with quick growth goals while instilling recruiting competitiveness.

Access the case study to learn how we accomplished these three objectives:

Designed a pay-per-performance model that incentivized the sales teams to exceed their targets, increasing booking numbers and opportunity value
Increased competitiveness in the recruiting market with the new enterprise and specialist selling roles
Kept costs neutral throughout the process to further optimize revenue, product, and team growth