Case Study

InterContinental Hotels Group: Overhauling Sales Incentives

February 26th, 2018
Seth Marrs, Principal Analyst
Seth Marrs Principal Analyst

Summary

Sales compensation plans in B2B organizations often work well in the short term. Over time, however, conditions change and complexity is added until the compensation plan no longer meets the organization’s needs. In fact, Forrester benchmark data research indicates that only 43% of companies are satisfied with their sales compensation plans. In this case study, we describe how InterContinental Hotels Group (IHG) overhauled and simplified its sales compensation plan and successfully rolled it out to its global sales organization.

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