Real World Example: Incentive Compensation Marketing

Need:

• Increase sales force productivity through the understanding of its annual compensation plan.
• Ease tension and concern over plan changes (i.e. moving from a rank to quota plan).
• Motivate representatives to maximize their compensation through performance in the plan.

Solution:

• Working closely with the company’s compensation group, we developed a meeting protocol that was used throughout multiple management levels of cycle meetings.
• A motivational Flash presentation was utilized to maximize the session energy and create a positive impression of overall compensation and recognition elements in the plan.
• The protocol included interactive elements including case studies and a “Representative X” example.
• A train-the-trainer session taught managers how to deploy the session with their employees.
• Compensation guides were created for each sales force - to act as a reference for the plan.

Outcome:

• Session had a successful impact on representative understanding of his/her compensation plan as well as their level of satisfaction with plan.
• Rollout methodology is presently in its 9th year of implementation.
• Snapshot of representatives' perspective of their plan: