Enabling Development
of People and Workplaces

 

Communication

The Problem:
A technical customer service group with inadequate equipment knowledge and on-site problem resolution capability. 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 percentawge 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.