Oman-based Distribution Company Signs Up with Incentivate to Strengthen Sales Engagement
Established in 2011, this poultry farm was founded with a clear vision: to strengthen Oman’s food security by offering high-quality, locally produced poultry products. What began as a focused effort to serve the local market has grown into a thriving operation known for its commitment to freshness and sustainability. The company has steadily expanded its product range, now supplying fresh eggs, liquid eggs, and both fresh and frozen chicken to meet the evolving needs of consumers. The organization's growth reflects a deep understanding of local demand and a strong emphasis on quality at every stage of the process.
Meat Products Manufacturing
Oman
Poultry Farming
Situation
Although the company had implemented incentive plans to support its fast-growing sales force, the rapid growth and distributed salespeople led to a lack of clear communication around how the plans functioned and what was expected of the sales teams.
Lack of clarity led to a lack of direction, which in turn resulted in a decline in motivation among the sales team.
Team members struggled to align their efforts with the desired outcomes, which hindered the overall effectiveness of the sales strategy.
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Approach
Incentivate team engaged in meetings with the client to understand system challenges and clarify requirements.
Phase 1: Understand business data and create a standardized structure of Input feeds.
Phase 2: Figure out business scenarios that created an impact on sales performance and discuss process refinements with the client.
Phase 3: Provide flexibility and visualize their impact on performance and earnings.
Phase 4: Integrate key performance indicators (KPIs) into dashboards to enhance visibility for both sales reps and administrators.
Conclusion
Working alongside Incentivate, the organization fundamentally changed its sales compensation approach. This transformation led to significant improvements in operational efficiency, enhanced transparency, and increased motivation among the active sales team. The partnership demonstrates how innovative solutions can significantly transform and elevate organizational success.
Problem
Manual Process Gaps: Much of the chaos was attributed to a dependency on manual processes, which resulted in lost opportunities.
Data Management: As a D2C business, the daily volume was substantial, and handling it through spreadsheets led to manual errors, resulting in the delivery of incorrect information or misinterpretation on the sales side.
Lack of Transparency: Since management was unable to extract insights from existing data, sales teams lacked visibility into how their performance affected their incentives.
Solution
End-to-End Automation: The entire process—from gathering data through legacy systems to computing performance, handling exceptions like sales returns or delayed retailer payments, calculating monthly payouts, and managing reporting and communication was streamlined through a click of a button.
Streamlined Plan and Contest Configuration: Incentivate streamlined incentive plans and contest configurations, allowing clients to make quick adjustments to their incentive structures, which reflected the performance impact for every salesperson.
Composable Dashboards: Incentivate delivered composable dashboards that aggregate data across all levels of the organization, offering clear insights into both individual sales rep performance and overall organizational success.
Regional and Rep-Level Leaderboards: Incentivate implemented individual sales rep leaderboards, bringing transparency and offering each team member clear visibility into their Incentive Compensation (IC) plans.
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Outcome
Established Automation: Monthly incentive payouts, once seen as just another number, transformed into daily performance insights delivered directly to each salesperson’s phone, making rewards more visible, timely, and engaging.
Reduction in Erroneous Payouts: The number of incorrect payout queries was reduced by 90% as the salespeople had a clear walkthrough and visibility into how their earnings were calculated.
Analytical Outcomes: Critical elements, such as attrition rates, the cost of compensation versus revenue, top-performing salespeople, and top-performing retailers, were presented to leaders on a quarter-to-quarter comparison basis, providing them with significant clarity into the efficiency of their GTM process.