On June 21, 2022, Outliers Consulting released the implementation of the Xactly Incent commission management tool for Cable & Wireless Communications (C&W), one of the leading telecommunications and entertainment providers in the Caribbean and Latin America.
The company has operated in the region since the 1870s, always at the forefront of innovation in infrastructure and services, from historic telegraph poles and cables to modern broadband, landline, mobile and video services.
In the pursuit of excellence in sales operations and thanks to the increase in the company’s products, C&W has decided to use Xactly Incent solution not only as the commission calculation tool, but also as the process to boost sales of its products.
The Cable & Wireless Communications’ challenges
C&W’s presence in the Caribbean is quite extensive, so commission calculations were assigned to local sales groups, thus causing a manual process that resulted in commissions not aligned with the company’s objectives, overpayments due to errors and a lot of time invested due to lack of automation.
“The Outliers Consulting team demonstrated their expertise in sales performance management solutions with referrals and multiple times a broad understanding of our industry challenges.”
Javier Mendez
Senior Director and Operations Excellence at Cable & Wireless
The results
Cable and Wireless achieved cost savings through the incentive compensation management solution thanks to the ability to avoid errors in the calculation of commissions.
Likewise, it improved the monitoring of their productivity and the flexibility to adapt to market changes, which allows them to create better commercial offers to raise the motivation of the seller.
“Rep Sellers like the interface and how easy it is to track their achievements from the month to date, giving them more control of their time to expand expectations of what they sell.”
Javier Mendez
Senior Director and Operations Excellence at Cable & Wirelles
What are the next steps in the transformation of the Cable & Wireless sales office?
Javier Méndez, Senior Director and Operations Excellence at Cable & Wirelles, commented: “We are taking it one step at a time. We are implementing the solution in our markets and have managed to not only replace outdated plans, but also create and implement new ones with a sense of standardization.
Total sales office transformation
The key to the success of a sales transformation lies in approaching a partner who understands your language, is familiar with the customer’s culture and has multiple success stories in different industries, as well as a certified team for an implementation with 100% successful production output.
If you want to know how to implement a Sales Performance Management solution that allows a total sales office transformation, we invite you to fill out the following form, our team will contact you very soon.
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