Publications
Publications
- October 2005 (Revised February 2008)
- HBS Case Collection
Sales Force Integration at FedEx (A)
By: David B. Godes
Abstract
Federal Express' (FedEx) recent acquisition of RPS--a ground delivery firm--gave the firm the potential to offer a single source for a client's delivery needs. However, to deliver on this potential, the firm needed to deliver the integrated solution through a single sales force. This integration required the solution of many issues, none more important than the formulation of a new compensation plan that not only determined the sales force's effort but also served as a medium through which FedEx communicated its expectations to the salespeople. Jerry Beyl headed the committee charged with making recommendations on the compensation and training the new sales force. The compensation plan needed to encourage salespeople to sell both products. Complicating matters was the fact that the two organizations' cultures were radically different.
Keywords
Horizontal Integration; Salesforce Management; Transportation; Compensation and Benefits; Transportation Industry
Citation
Godes, David B. "Sales Force Integration at FedEx (A)." Harvard Business School Case 506-029, October 2005. (Revised February 2008.)