SALES TEAM INCENTIVES

Online Incentive Program Boosts Sagging Salesforce Revenues
Client: International electronics manufacturer

Situation:

An international electronics manufacturer that markets a broad range of business equipment through a network of independent, non-exclusive dealerships had been conducting a very costly and time-consuming paper intensive incentive program for their Network Document Division. They spent hundreds of thousands of dollars to produce and distribute an 85-page catalog to 3500 Sales Managers and Sales Reps throughout their Dealer network every six months.

Challenge:

Produce an organized plan to promote and maintain enthusiasm and commitment from the Dealer sales forces for all these sales support programs.

Solution:

INmarketing Group incorporated the flexible technical capacities to quickly and efficiently integrate additional program facets into the basic system. Procedures were developed to bring sales training and product knowledge courses, periodic product focus and inventory reduction programs and Major Market strategies all under the incentive program, utilizing the website communications and awards procedures.

Results:

Because a minimum level of sales training and product knowledge courses must now be completed before awards can be earned, and higher awards can now be earned as more intense levels are attained, participation has increased to better than 85% of all Dealer Sales Reps.

Since special promotions focusing on specific products, inventory reduction and new product launches have been conducted within the program framework, participation, enthusiasm, and success rates have increased significantly.

Online graphic reports on the website now provide internal and Dealer management with comprehensive performance tracking, analysis and ROI data for the full range of programs and sales-related activities.