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Whether they're your employees, channel partners or customers, it's people who transform business. At Maritz, we tap into the power of your people and unleash the human potential that exists throughout your organization. Find out more about our expertise in how to engage, reward and recognize your people through our motivation solutions. Or discover how we use meetings, events and incentive travel programs to achieve your business goals. Or how our innovative marketing research capabilities can help you improve your customer experience. As the largest single provider of sales and marketing services, we're ready to help you understand, enable and motivate your people.

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Case Study: A Large Wireless Telecommunications Provider

Case Study: A Large Wireless Telecommunications Provider

Maritz helped this client understand how participants really wanted to be recognized and rewarded.

Situation

The Client employed a large, diverse workforce. The company had recently undergone a merger leading to a mix of legacy employees and employees from the former company. The client operated both sales incentive and recognition of top performer programs. Although post-event surveys were completed, a broad reward and recognition assessment had not been done for all participants. The Client wanted to understand the business return on their program investment. Did the programs align with business objectives? Were the employees engaged and motivated?

“The post-event surveys that we had conducted in the past told us about the event, but they didn’t tell us if we were hitting home with the program as a whole. We needed to know more,” said the Client Sponsor.

Solution

The ultimate goal was to implement the most motivating reward and recognition program to drive increased performance and maximize business results. Maritz recommended a complete review of the client’s current programs, using a comprehensive, people-driven approach with a sophisticated research component.

The program began with an electronic survey which tested the alignment of program objectives with business objectives, as well as the program’s ability to influence behavior and activity.

This was followed by a Web-based survey in which respondents viewed multiple travel program design options side-by-side, and selected the option they would work harder to earn. This choice experiment was designed to optimize travel awards to address diversity, increase motivation and move middle performers to higher levels of achievement. In order to get the most meaningful feedback Maritz recommended surveying everyone who competes for the trip, not just past winners.

Employee feedback indicated;

that rules structures were focused more on front-line sellers leaving managers unengaged.
that sellers and managers wanted more timely performance feedback.
that shorter stays at sun/fun destination are preferred over longer stays elsewhere.
that a majority of sellers favor peer recognition.
that a more regional approach was likely to result in improved performance.

Results

Maritz was able to present a total strategic solution. They recommended that the national sales recognition travel program be revised to focus on regional events.
A full communication strategy and solution to support the programs was created, including more timely and enhanced messages.
In addition, Maritz recommended changes in the design and rules structure for the overall recognition program that would make it more relevant and appealing to a broad group of participants.