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International Software Company Case Study
Challenge
Our client’s current incentive program was ineffective and “tired.”
The management team felt the program lacked in several key areas, and the sales
force had become ambivalent about program participation.
Objectives
Reenergize the sales force with a compelling incentive program that:
- Showed the team that Kennedy “understood” their business
- Offer complete new creativity for the program and award structure
- Provide excellent customer service to participants thereby increasing their satisfaction
Solution
Kennedy chose a location specifically tailored for its appeal to the client’s sales force to
present the new program. Program dynamics were completely revamped to motivate the
sales force to achieve their quotas.
Results
Within the first 60-days from program launch, the software company experienced:
- Increased sales participation by +30%
- Sales increased versus year ago by +8%
- Incentive winner satisfaction increased 50%
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