Kantor Athens commissioned a project for one of the top three mobile operators in Greece, to build upon findings from a previous work with its Consumer Sales department. This new project involved analyzing the efficiency of the client’s mechanism for incentivizing their sales channels. Costs and alignment with revenue generated were also examined. This led to a thorough review of company’s commercial policy and development of workshops on the strategic direction of commercial policy in the current environment. The policy was redesigned based on the outcomes of these workshops. Extensive analysis was carried out on the impact of a new commercial policy on productivity, cost and franchise sustainability.