Success Stories: Pharmaceutical Gaint

Pharmaceutical giant confidently rolls out new strategy and compensation plans

A multi-billion dollar global leader in prescription pharmaceuticals and non-prescription consumer healthcare products needed to roll out a new sales compensation plan to support changes in its strategic focus and go-to-market strategy. The plan affected over 3,000 sales representatives in the US and had a budget of more than $50 million in incentive payments. With the proposed compensation plan being so instrumental to the success of the sales strategy, the company needed to be sure that it would drive motivation and productivity of its sales force while, at the same time, not blowing the company’s budget.

Tapping into Synygy's sales compensation plan modeling expertise, Synygy provided the company with guidance on the right questions to ask and the right approach to think about plan modeling so that the company could be sure the plan would deliver the best possible results in support of its new strategic focus. The company gained an understanding of the fairness of the plan, the impact on each sales person, the upside and downside potential, and the budget risk—and was able to roll out the new plan with confidence. Synygy now monitors the plan each month to make sure it is working as expected and remains aligned with the strategy.

Download Full Story

Back to Sucess Stories