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WEBINAR: From reactive to strategic

When it comes to sales incentives, it’s not enough to just have them – they need to be strategic, focused and inspirational to the specific needs of your sales audience.

Watch this webinar to learn 3 key things to focus on when implementing a best-in-class incentive program.

Hear Boehringer Ingelheim’s story on how they restructured their incentive compensation model to drive their own product and behavioral needs. Through ideation sessions and annual road maps that layered incentives at the local, regional and national level, Boehringer Ingelheim developed a vision and timeline for a total rewards approach to changing behavior including inspiring, frequent communications, behavior-based initiatives and manager-led behavioral recognition into the mix, Boehringer Ingelheim continues to drive their sales rep engagement initiatives.


Key learning objectives:

  1. The importance of developing specific strategies for engaging sales representatives, including holding ideation sessions to get to the root of the problem before implementing a solution, complementing vs. duplicating their IC Comp and developing annual road maps with focused goals.
  2. Using varied, non-cash incentives to inspire their sales teams which often includes a layered approach by recognizing/rewarding key activities along with on-the-spot recognition to drive the right behaviors. Also offering flexibility for local/regional focused contests.
  3. And finally strong, branded and frequent communication plans and progress updates to promote better understanding of the goals and the rewards for their efforts.

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