Retention Practices Situation A management consulting firm prominent in the business process and systems integration field was experiencing unacceptable turnover of its consulting staff, especially among associates with five to seven years of valuable experience. The turnover rate was affecting the firm’s ability to staff client assignments with an adequate number of experienced consultants and …
Reward Programs Integrated with the Strategic Plan Situation The health care unit of a top insurance company wanted to assess how well its human resources programs supported its long-term business strategy to become a dominant leader in the HMO and Preferred Provider Network industry. Like many of its competitors, health care was just one business …
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Restructuring Sales Roles and Compensation Situation A computer software and services company’s compensation plan had three components: commission, product bonuses, and business plan objectives. The company’s sales staff was tasked with many activities that were unrelated to selling. Sales reps felt they didn’t have time to sell, be productive, or make more money with this …
Reassessing a Financial Service Firm’s Sales Compensation Plan Situation A financial service firm’s sales compensation plan was designed several years prior with some minor adjustments along the way. As best as could be determined, the plan had met the original objectives. However, both the company and the sales force had grown, and opportunities were limited …
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