Design of an incentive system to improve B2B sales performance
For this assignment, the roles of the salespeople and the objectives of the new incentive system were defined as a first step. We paid special attention to the interests of the different stakeholders (management, salespeople, our client’s customers). Upon completion of this stage the target remuneration level and the fix / variable split for the different job categories were set. For this purpose the situation of the company as well as market and industry specifics were analysed. Based on the findings of this analysis, a simple and pragmatic incentive system to steer the employees’ behaviour was designed. For the implementation of the system a communication plan was drawn up and the administration processes and tasks were defined.