KEY GOALS:
Development of a performance improvement programme to improve sales and motivate people.

CHALLENGES:
Cyanamid had a commission structure that was designed to give their merchandisers and sales reps a huge growth in wages, however, no matter what they offered the top 10% were the only ones achieving. They needed to improve their overall uptake of their products, which required an understanding from the reseller on the uniqueness of what their product had to offer.

EVT's APPROACH:
EVT identified that the commission paid to the staff whilst it offered a huge amount of money for performance, most of the sales force were holding back their sales to underpin their commission achievement levels to ensure their essential income levels came in to pay their mortgages and other household activities.

There needed to be more focus on the overall business and influencing of the reseller to promote Cyanamid products over competitors. EVT designed a performance improvement programme that created a reporting system to enable progress to be measured.

OUTCOME:
A record result and a motivated team was what followed. We managed to get 90% of Cyanamid products in prime positions within pharmacy and trained 70% more pharmacy staff than prior periods, which ultimately resulted in a huge lift in sales via distributors.