A $3B global battery manufacturer had recently entered bankruptcy protection for a second time and needed to rapidly improve results. The company had a dysfunctional sales team and compensation structure and lacked real-time reporting of sales results at the rep and customer levels. Three disparate sales teams had not established a growth strategy and maintained an overlapping management structure.

Our team developed a comprehensive new pay-for-performance compensation plan for the Americas sales organization with standardized action plans for all compensation payout activities. We also designed and implemented a new sales coverage model and KPI dashboards with IT to track real-time performance against plan for all participants.

The Battery Manufacturer reduced SG&A spend by $1.4M while building an improved sales coverage model. Candela successfully launched and managed the company's first-ever sales ops team, responsible for calculating all commission payouts for two quarters until interviewing and hiring full-time leaders for this function.