As Gorilla Glue Company’s brands, Gorilla Glue and O’Keeffe’s, experienced rapid growth, leadership faced a critical challenge: sustaining momentum, but not at the expense of one brand over the other. Complicating matters, sales strategies varied by channel, yet rewards and performance had traditionally been evaluated as a whole. To stay competitive, sales leadership needed a targeted approach to incentives—one that aligned account managers with strategic goals while preserving the company’s unique culture.
In this session, we’ll take a deep dive into Gorilla Glue Company’s journey of refining its sales rewards strategy. Explore the key decisions, challenges, and lessons learned as the company transitioned from one growth phase to the next. Walk away with insights on how successful organizations evolve their rewards structures to drive long-term, balanced growth.

Key Takeaways

• Learn how to design effective sales compensation strategies tailored for Fast Moving Consumer Goods (FMCG)
• Explore ways to align rewards with company culture and brand values while driving sustained growth
•  Discover key do’s and don’ts to apply when evolving your own organization’s sales incentive programs