Real World Example: Motivational Consulting

Need:

• Each IC plan had multiple earning opportunities that created confusion for sales personnel as to exactly how to maximize their payout.
• Through our organizational analysis it was determined that the sales representatives did not work with or have sufficient dialogue with their managers to determine what they needed to do to optimize their earnings.
• This lack of communication and understanding was also impeded as employees did not have tools designed to help with this conversation.

Solution:

• For each of the eight IC plans, the Lantern Group developed a Manager IC Plan presentation that provided an overview of all earning opportunities that could be used to explain the 2009 plan to field sales representatives.
• The focus was on explaining the plan details as well as highlighting how individuals in each plan could maximize their payout.
• Additionally, The Lantern Group created Excel-based incentive scenario calculators that were used by managers with their representatives to create individual earnings plans.
• These scenario calculators highlighted earnings based on various performance scenarios – thus providing the manager and representaive a useful tool when creating these sales plans.
• The calculators included a “What do I need to do to achieve this goal” section that assisted managers and representatives in taking responsibility and accountability for their sales results.

Results:

• Initial feedback on the presentation and calculators was very enthusiastic.
• Over 95% of all sales representatives had identified their goals and developed action plans (inconjunction with their manager) within the first month of the rollout.
• Qualitative assessment of participants' understanding of the plan showed significant improvement in the sales forces' level of comprehension of the plan and a sharpened focus on the path to maximizing their payout.