Sales Beacon | Case Study: Managing and Tracking a Global Sales Contest
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Sales and Program Program Management Case Studies

Case Study: Drive Sales with Global Sales Contests

Sales leadership needed to drive hardware, services and contract bundled solutions across Asia.

Client Challenge

The client wanted a program that incented sales to bundle hardware, services and contracts in Asia. This program had to roll out in a tight timeframe and produce results within the fiscal year.

  • Develop a product roll-out strategy in a tight timeframe
  • Develop tracking measures for sales bookings and payout eligibility
  • Collaborate with finance to make quarterly incentive payouts

How We Solved It

Sales Beacon developed a project strategy to roll out the incentive sales program in a tight timeframe.

  • Produced weekly detailed and summary reports that monitored bookings, payout eligibility and amounts for all account teams
  • Submitted quarterly payment reports to finance department for payout to successful account teams
  • Provided feedback and support for account team and senior management inquiries throughout the contest

The Business Impact

Sales reps participated enthusiastically in the program.

  • Sales teams grew revenues of high-margin products by bundling them into more comprehensive solutions
  • The sales program was so successful it was extended from a quarter to a year-long initiative
  • Many account teams exceeded year-end quota projections