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 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.

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