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Real World Example: Motivational Analysis
Need:
This large pharmaceutical company sought feedback from the field sales teams regarding how their new incentive plan was understood by Sales Representatives, Sales Managers, and Regional Managers. Specifically they required information on:
  • Perceptions of the new plans fairness.
  • Effectiveness of the plan rollout and understanding of the plan.
  • Issues or misconceptions regarding the plan.
  • Feedback on their President’s Club award.
Solution:
  • The Lantern Group developed and conducted 32 two-hour focus groups, in seven cities around the country with over 250 participants.
  • Conducted separate sessions within each location for the sales representatives, district and regional managers.
  • Utilized both qualitative and quantitative approachs to collecting data – via a wireless audience response system to poll the participants, as well as structured, facilitated discussions.
Results:
  • Findings uncovered significant correlation between satisfaction/understanding of the plan and how much time was spent on introducing the plan to the sales person by the manager.
  • Additional training was developed to address some key misconceptions regarding how the plan worked and its impact on territory-level goals.
  • Sturucture of compensation rollouts were analysed and changes suggested to increase effectiveness in the future.



For more details on all our programs, please to e-mail us or give us a call on (612) 396-6392.


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Telephone: (612) 396-6392
Head Office | 2404 Pleasant Ave S | Minneapolis, MN 55404


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