Return Metrics Case Study

The Challenge:
Significant sales force turnover caused a pharmaceutical company to lose market share and revenue.

Our Solution:
We advised the client to:

• Organize products into two categories to simplify goal setting and incentive pay,
• Align payouts with quotas that are achievable but represent stretch, and
• Set target pay above market to provide highly competitive rewards for highly competitive performance.

The Impact:
The company was able to significantly reduce turnover by 50%, helping to stabilize the sales force to better cover accounts, and balance its product portfolio. As a result, market share, revenues and profits increased. Sales productivity began to rise within the first six months after the new sales incentive plan was implemented.