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These results show just how powerful a well thought out and executed incentive programme can be.
Tim Barber, Marketing Director, SmartTrust
SmartTrust
This case study features the following disciplines.
- PR & Comms
- Technology
As a leader in SIM and device management for mobile markets SmartTrust has delivered carrier grade solutions on a global basis that meet the business challenges of today’s mobile operators for nearly two decades.
With a rapidly growing global business SmartTrust was keen to introduce some control and predictability into sales forecasting as weaknesses were impacting both cash flow and budgeting decisions. Sine Qua Non was asked to devise and implement a programme to incentive worldwide sales teams to deliver more accurate sales forecasts to company management both in terms of value and timing.
We created a programme based around the theme of aeronautical navigation and waypoints that would enable a strengthening of sales operations processes and a dramatic improvement in forecast accuracy. With monthly global sales targets and prizes awarded on accuracy, timing and value, the financial year closed with an unblocked sales pipeline and within fraction of forecast target. By offering a tiered prized structure for year end with a ‘money can’t buy reward’, Sine Qua Non delivered education, incentive and tangible business benefit within one programme.