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CASE STUDY - Motivating Performance
CLIENT: Pfizer,
the largest pharmaceutical company in the world and among
the Top 5 most valued companies in America.
GOAL: Increase
the efficiency and performance of the Consumer Healthcare
Sales Division.
CHALLENGE: To
motivate a sales force facing increased challenges in obtaining
meetings with doctors and dentists, and to reinforce the company’s
highly prized values and leader behaviors.
ACTION: Cavanaugh
designed a fully integrated awards and recognition program
to reward behaviors that brought about significant results
for Pfizer. Cavanaugh provided sales incentive solutions that
identified key criteria in pushing the business forward and
offered a structure of both team and individual rewards for
goal attainment.
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