The Instant Group sought out 3R Strategy to help them review their sales incentive plans globally. With so many clients and a high volume of inbound enquiries, The Instant Group employs a large number of salespeople, with regional sales teams based all over the world. Initially, each team was responsible for designing and managing their own sales incentive scheme: an arrangement which meant there was a lack of consistency and strategic thinking between the various groups.
As a first step, 3R Strategy held a workshop to define the organisation’s reward principles and understand their current practices, including the purpose of their base salary and sales incentives. With this insight, we then reviewed the existing schemes to determine what was and wasn’t working, discussing best practices with the HR team, CFO and regional sales managers before developing a range of options for review.
After settling on a preferred option, the next stage was to carry out detailed data modelling to observe how all of the salespeople performed against the previous plan vs. the new plan, running a further workshop to analyse the different scenarios and tweak the variables accordingly. Once agreed, the final step was company-wide communication.
We operate as an extension of our clients’ HR teams: not just defining solutions but helping to implement them. We worked with The Instant Group to develop sales templates, documents, plan rules and other guidance and materials to ensure a smooth and efficient transition throughout the company.
The project was completed in July 2020 and communicated internally throughout August. The Instant Group now operates using a fair, coherent and company-wide model that takes into account not just singular performance but team and organisational performance, as well as driving desirable behaviours that reflect the broader company culture.