Shaw Industries

Driving the Right Behaviors with an Integrated
Sales Performance Management Solution


Shaw Industries, a global leader in flooring solutions, struggled with inefficiencies in their sales processes due to disparate systems for incentive management and sales planning. They were working within everything from mainframe programs to homegrown solutions and countless spreadsheets.

The lack of a cohesive approach hindered collaboration and alignment of individual sales goals with overarching business objectives. Managing territories, quotas, and sales plans across divisions was cumbersome without an integrated platform, resulting in transparency issues and challenges in tracing inquiries.


In response to these challenges, Shaw Industries made a strategic move by partnering with Varicent. They were able to migrate from their various systems to Varicent’s integrated Incentives and Sales Planning solutions to create a central hub for all sales activities.


This all-in-one sales performance management solution streamlined processes, offering clearer visibility and empowered data-driven decision-making across the organizations. Varicent enabled Shaw Industries to align sales targets with strategic objectives, driving the right behavior and building trust with the sales team. This centralized solution significantly reduced time on managing incentives, quotas, and sales processes.

Looking ahead, Shaw Industries plans to Shaw Industries plans to leverage Varicent’s capabilities for territory optimization, ensuring strategic alignment, and maximizing sales opportunities in diverse regions.


Shaw Industries is a wholly owned subsidiary of Berkshire Hathaway. It is one of the world’s largest carpet manufacturers with 22,000 employees around the world. Shaw Industries supplies carpet, resilient, hardwood, tile, and stone flooring products to residential and commercial markets. It is headquartered in Dalton Georgia.


Consumer Goods




United States


Sales Planning

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