ZS designed a data-driven analytical approach that linked individual sales goals to company performance. CASE STUDY: SALES COMPENSATION How an Airline Aligned Sales Reps’ Payouts to Corporate Results this kind of complexity, revenue becomes a far more difficult and less viable performance metric for sales teams. The airline industry as a whole also experienced skepticism about creating meaningful incentives. And historically, the airline industry had garnered little to no impact from sales comp plans. The airline in question had no incentive plan in place. The Solution First, ZS interviewed the airline’s sales executives to understand performance drivers, breaking down the role of the salesperson and his potential impact. Next, we identified key individual performanc

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