Enabling Development
of People and Workplaces

 

Change Management

The Problem:
A manufacturing company with an established product in an established market wanted to expand its product lines and its markets. To do so it needed to change the focus of the sales force from maintenance to growth.

The Work:
Built an incentive pay plan designed to generate increased gross revenues and net revenues. The incentive plan was tied to growth, so it did not increase compensation costs as a percentage of operating costs, and provided potential for the sales force to more than double their income.

The Result:
An increased overall focus on both growth and profitability, and an increased effort by the sales force to develop new customers and sell new product lines.