Case Study

InterContinental Hotels Group: Overhauling Sales Incentives

February 26th, 2018


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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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.