CASE HISTORY
A Major Telecommunications
Company
Revamped incentive program energizes sales force and helps
strengthen relationship with its most valuable customers
Situation
In a market place characterized by rapid changes in technology, price wars, etc., our
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.
Maritz Motivation
Solutions demonstrated
the importance of
increasing sales of midlevel performers and
stressed that the constant
communication of results
and recognition was
essential.
Solution
Maritz Motivation Solutions suggested that a change in our Client’s approach to
motivating their sales force could have significant impact on their business. We
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, our Client was able to offer the
sales force a variety of awards including points, merchandise, and travel.
In addition, we recommended giving managers the option to customize their programs,
allowing sales teams to identify milestones specific to their account. So while half of the
milestones included sales results, the other half could be tailored to meet their individual
needs. This included training, as well as milestones specifically related to building and
solidifying long-term relationships.
The program also provided web-based reporting, award issuance and communications.
In addition, there was frequent special recognition from senior executives.
© 2013 Maritz All rights reserved
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A Major Telecommunications Company
CASE HISTORY
Results
•Organizational sales target was exceeded by $50 million
• Per-person sales increased 27%
• The critical criterion for measuring account management (including long-term
relationships) improved by 50%
• Accounts receivables exceeded industry norm by 5%
For more information, please visit Maritz Motivation Solutions at
www.maritzmotivation.com or call (877) 4 MARITZ.
© 2013 Maritz All rights reserved
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