Maritz Travel Case Study: A Large Telecommunications Company

Incentive Travel Program Focused on Specific B2B Market Segment Spurs Sales Force Engagement.

Situation:

With telecommunications technology changing at unprecedented rates, the Client was facing strong competition. They needed to maximize sales performance in order to prevent losses in market share and revenue. While they had traditionally recognized top performers on a national basis, they wanted to specifically energize and inspire the sales force which focuses on small and medium size enterprises on a global basis.

Solution:

Maritz recommended a sales incentive solution that combined a points and merchandise program with twice-annual top performer group travel awards so that increased sales could be rewarded at all levels. The segment specific incentives program was created to complement the national sales program.The group travel award was expanded to two groups of 50 winners and their guests. The trips were to have the same high quality, memory-making characteristics that previous national participants had experienced.

Maritz Travel is able to leverage its expertise and relationships to offer a portfolio of destinations and hotels selected for their popularity, value and service. The trips are designed to make a lasting impact. Because it has the abilty to tailor programs to smaller groups it is an excellent way to recognize special groups like regional divisions, channel partners etc.

Results:

• The bragging rights associated with the Maritz trips have caused the segment-specific sales force to become very engaged in the program.
• The client publishes rankings throughout the qualifying period and has found that since the program was launched, individual offices have become very competitive with one another.

• Top performers appreciate the ability to spend one-on-one time with the leadership team.
• According to the client sponsors, this travel award is the one award for which they all know the rules, the qualifying period and the reward.

In the Client’s own words, “This travel award is the one award for which they all know the rules, the qualifying period and the reward."