Originally designed for its Enterprise Solutions sales force, the Quovera Sales Compensation Plan was so successful; Nortel rolled it out across all lines of business around the globe. Business Objectives: Increase sales productivity Decrease account manager turnover Improve sales credit assignment accuracy Provide better sales compensation calculation accuracy Reduce or eliminate "surprise" sales compensation GL accrual Optimize sales credit assignments For Nortel, the acquisition of Bay Networks compounded an already complex and confusing sales compensation program. Sales productivity was off 25% and account manager retention had become a huge problem. Multiple lines of business and intersecting service offerings made defining sales territories and hierarchies difficult. The initiative called for a deep understanding of Internetworking sales and a successful track record with CRM applications. As a result of the Quovera solution, Nortel: Sales productivity increased Significantly improved account manager retention Eliminated $30M in "surprise" GL accrual Achieved an unprecedented 99% accuracy rate in commission calculations Defined sales territories and automated sales credit assignments down to zip code level Began a worldwide rollout of the program, 12 months after the initial phase full case study