Simplifying Sales Comp Logistics For a Rapidly Growing Freight Logistics Provider


With a network of more than 40,000 transportation providers serving thousands of clients and carriers worldwide moving tons of freight daily, Echo Global Logistics, Inc. (NASDAQ:ECHO) thrives on making the complexities of transportation management (appear) simple. Following natural growth and several acquisitions, Echo's salesforce was quickly growing in volume and intricacy. The company was incorporating hundreds of new employees, with varied selling behaviors, across an increasing number of geographic areas. It was trying to integrate legacy comp plans with newer solutions, among a slew of other challenges.

If Echo wanted to continue growing, they knew they needed a scalable, automated system for managing sales operations for new employees and partners. They turned to Optymyze for help. While many of the performance KPIs and metrics stayed the same, the redesigned plans gave employees a better insight into leadership's plans, and provided more frequent updates on sales performance. Employees of new acquisitions were more seamlessly incorporated into the larger Echo sales force. And new processes meant sales leadership was no longer burdened with handling thousands of manual calculations monthly, increasing payout accuracy and freeing up 1,500 hours annually. These process improvements also lead to more transparency in payments. It truly was transformational.

Attendees will learn how:

  • One company readied its sales operations and comp plans for business growth
  • To integrate disparate sales operations following mergers/acquisitions
  • To automate business processes to reduce repeated manual work and give sales managers more time for strategic activities
  • To rethink comp plans to drive the most effective sales behaviors

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Ben Thoren

Director of Strategic Engagement | Optymyze

Ben has 8 years of experience in partnering with clients to increase their operational efficiency and sales effectiveness via sales operations process transformation. He specializes in creating and prioritizing solution and improvement initiatives that ensure consistent alignment between sales operations and company strategy while boosting performance in the field by unlocking the motivational potential of sales operations. Ben holds a B.A. in physics from the University of Illinois at Urbana-Champaign and now resides in Bucharest, Romania, with his wife and daughter.

Patrick Taylor

Senior Incentive Compensation Manager | Echo Global Logistics

As the primary system administrator at Echo Global Logistics, Patrick’s responsibilities range from overseeing plan changes and goal setting to every-day system exceptions and participant management. Patrick has implemented dozens of system enhancements and build-outs and has joined forces with Optymyze to continue their climb to the Fortune 1000.

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