Built a COVID-specific incentive structure
Business Type: Leading medical device company
- Challenge:
- Elective surgeries paused, leading to reduced sales and high employee attrition risk
- Action:
- Revised incentives to a fluid “earn-as-you-sell” model
- Emphasized high-margin products and maintained transparent communication.
- Fostered alignment among sales leaders through transparent (weekly/monthly) communication
- Implemented an incentive dashboard highlighting individual and team performance
- Impact:
- Attrition remained below 10% (vs. 30% industry standard)
- Sustained cash flows and avoided layoffs during COVID-19