Case Study: A Major Telecommunications Company
Revamped sales incentive program energizes sales force and helps strengthen relationships with the company's most valuable customers.
Situation
In a market place characterized by rapid changes in technology, price wars etc., the Client needed to protect and retain their largest customers. Since they were not a low cost provider, they needed to help customers understand the value-added services they provided. In addition, significant consolidation in the industry was causing uncertainty for both their customers and their sales force. They needed to solidify relationships with key clients and improve sales morale in order to prevent revenues and market share from declining.
Solution
Maritz suggested that a change in the Client’s approach to motivating their sales force could have significant impact on their business. They demonstrated the importance of increasing sales of mid-level performers and stressed that the constant communication of results and recognition was essential. By moving funds from the traditional cash incentives programs, the Client was able to offer the sales force a variety of awards including points, merchandise, and travel. Sales teams identified milestones specific to their account. These milestones included sales results, training, as well as milestones specifically related to building and solidifying longterm relationships. The program provided web-based reporting, award issuance and communications. In addition there was frequent special recognition from senior executives.
Results
