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CASE STUDY - Helping to Set a New Standard
CLIENT: Pfizer,
the world’s largest drug manufacturer
GOAL: Increase
the efficiency and effectiveness of the Consumer Healthcare
professional sales force.
CHALLENGE: Design
a sales incentive and recognition program to encompass all
organizational levels of the Professional Sales and Marketing
division with the flexibility to adapt to changing market
conditions and integrate with a highly evolved series of sales
metrics and criteria.
ACTION: Cavanaugh
created a structured Foundation of Excellence incentive program
that recognized and rewarded Pfizer colleagues for both performance
criteria driving the business forward, and for the display
of company values and leader behaviors at the foundation of
the company’s recent successes. Cavanaugh also helped
modify the annual bonus plan to better incent sales performance
on an individual and team basis.
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