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 1 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 2