Increase Profitability and Sales

Goal:

Increase profitability and sales. High end printing manufacturer.

Situation:

Fifty-year-old printing manufacturing company had sales force consisting of seven commissioned sales reps with a wide range of technical expertise as well as age and experience diversity. Kathy’s goal was to grow sales in a shrinking marketplace (advertising is trending paperless, printing sales are declining) and create incentives to motivate sales force and also attract competitor’s top salespeople.

Backpocket’s solution:

Kathy created incentive plans that compensated the sales force like a baseball team. Kathy identified individual achievements and incentives- higher base, commission, exclusive client lists, profitability- and set up commission structures to marry built in accountability and merits with financial motivation for each individual salespeople.

Backpocket’s impact:

Kathy was able to hire two of the top sales people away from the two biggest competitors with this new commission strategy, while also weeding out two of the under performing salespeople who did not measure up to their own sales goals. Sales grew from $4 million to $8 million in three years in a shrinking marketplace with tough competition and low profit margins. Kathy’s attention to fiscal accountability from sales through production grew profit margins for the manufacturing company by 100%.