A software organization was having trouble finding the root problem of the difference between great sales and low profit.

How did we assist?

C&K began by looking into corporate stakeholders and the sales representatives to listen ad understand both sides of the story and see why each had a different direction. We learned that the sales representatives were giving so may discounts in order to get the sale that they didn’t understand that their low sales compensation was a result of underselling the product. We created a personalized manual to educate the salespeople on the value of their product and reevaluated the compensation program.

Did it work?

Since the implementation of the manual was successful and the sales compensation program was upgraded, not only were the sales representatives getting more compensation but they were also motivated to keep selling. This increased profitability in an 18% following the 6 months after they started.