Success Stories: Carl Zeiss

Carl Zeiss reduces field inquires questioning plans and results by 95%

Carl Zeiss, a dominant player in the optics industry, was eager to see a new product in its MicroImaging and Surgical Products groups grab an even greater market share. But the sales force did not trust their commissions payments, so instead of selling, salespeople were calling in with questions about their plans and payment calculations. The administrative team in return was spending its time responding to calls from the field rather than engaging in plan analysis and other important work.

Carl Zeiss looked to Synygy’s expertise and saw visible results. With simplified commission reports that now clearly explained how the payments were derived and plan works, calls from the field were reduced by more than 95%. Furthermore, the new reports for participants and managers delivered additional benefits: greater trust and confidence in the commission programs; revitalized alignment of sales force behaviors and corporate strategy; and increased management visibility into sales performance for better decision-making.

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