In a recent consulting engagement with a 70-person company specializing in fraud prevention, I conducted a comprehensive evaluation of their sales organization. This included assessing team structure and compensation in relation to the company's strategic goals. Identifying misalignments, I spearheaded a realignment of roles and established leveling to ensure clarity and efficiency within the team. A critical component of the transformation involved implementing Salesforce CRM, which streamlined their sales process and enhanced tracking and reporting capabilities. This technological upgrade not only improved operational efficiency but also provided the sales team with the tools needed to perform at their best. The strategic changes led to a revitalized sales organization that was better aligned with the company's objectives. As a direct result of these efforts, the company not only achieved but also surpassed their ambitious stretch revenue goals. This project demonstrates the power of strategic evaluation and technological integration in driving exceptional business performance and setting the stage for continued growth.

I recently collaborated with a Netsuite consulting firm to overhaul their sales compensation plans, addressing misalignment where some sales reps were overpaid and others underpaid. This misalignment did not support their company goals. Using the CX Compensation Framework, I led a strategic realignment process to rectify these issues and ensure the compensation structure supported business objectives. We began by identifying gaps in the existing plan, focusing on aligning compensation with key business KPIs to ensure all sales roles had clear, measurable objectives. The methodology emphasized simplicity, transparency, and motivating desired behaviors. We implemented a linear payout scale with well-defined floors and caps, promoting equitable and performance-driven compensation. The realigned compensation plan invigorated the sales team, directly improving performance and morale. By aligning compensation with strategic goals, the firm saw enhanced productivity, increased employee satisfaction, and better financial results, setting the stage for continued success. =