The Client Challenge:
We intervened on behalf of a components distributor for the construction of industrial equipment.
The company needed to increase revenue and generate better results.
The Service Provided:
We first exchanged with the client about the objective to achieve, then about the means to be implemented, and finally we proposed implementing a motivating compensation policy. Variable compensation based on objectives was put in place to replace the bonus paid at the end of the year. The objectives were clearly defined and shared by all.
The Benefit for the Client:
Through the implementation of a new motivating compensation system, the sales engineers at this company increased their revenue in the first year, secured margins on their sales, and developed a portfolio of qualified prospects for the future.
