| February 22nd | 12 pm ET | 11 am CT | Register below! |
When it comes to sales incentives, it’s not enough to just have them – they need to be strategic, focused and inspirational to the specific needs of your sales audience.
Join us on February 22nd to hear Boehringer Ingelheim’s story on how they restructured their incentive compensation model to drive their own product and behavioral needs. Through ideation sessions and annual road maps that layered incentives at the local, regional and national level, Boehringer Ingelheim developed a vision and timeline for a total rewards approach to changing behavior. Including inspiring, frequent communications, behavior-based initiatives and manager-led behavioral recognition into the mix, Boehringer Ingelheim continues to realize strong results for their sales rep engagement initiatives.
The importance of developing specific strategies for engaging sales representatives, including holding ideation sessions to get to the root of the problem before implementing a solution, complementing vs. duplicating their IC Comp and developing annual road maps with focused goals.
Using varied, non-cash incentives to inspire their sales teams which often includes a layered approach by recognizing/rewarding key activities along with on-the-spot recognition to drive the right behaviors. Also offering flexibility for local/regional focused contests.
And finally strong, branded and frequent communication plans and progress updates to promote better understanding of the goals and the rewards for their efforts.
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Brad NortonDirector, Incentives Strategy and Effectiveness, Boehringer IngelheimBrad Norton is a seasoned professional with over 15 years of experience in the field of incentives strategy and effectiveness. He holds a PMP (Project Management Professional) and CSM (Certified ScrumMaster) certification, which showcases his expertise in the area of project management and agile methodologies. Brad currently serves as the Director of Incentives Strategy and Effectiveness at Boehringer Ingelheim, where he leads the incentive compensation program for the field sales team. He is responsible for designing and implementing effective incentives that drive sales performance and motivate the field team to achieve their goals. In addition to his role in incentive compensation, Brad also designs nonmonetary field contests that encourage friendly competition and engagement among the sales team. He is known for his creative and innovative approach to incentives, and his ability to design programs that align with the company's overall business objectives. Throughout his career, Brad has been recognized for his leadership and strategic thinking, and has received several accolades for his contributions to the success of the organizations he has worked for. He is a team player who is dedicated to the success of his team, and is always willing to go the extra mile to ensure that his team members are motivated and engaged. In his free time, Brad enjoys long cycling trips, traveling and is an avid Minnesota Vikings fan. He is also actively involved in community service, and volunteers with local charities and non-profit organizations. |
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Kari HansonSr. Account Director, Life Sciences Team, BI WORLDWIDEKari applies over 30 years consultative design experience to engage and inspire a variety of sales and employee audiences across the globe. She specializes in life sciences and healthcare customers but has experience in a variety of vertical markets including retail, food service, telecommunications and automotive. Kari works with her customers to first understand their business and performance objectives and then utilizes that information to lead and collaborate with an internal BIW team of design experts to create an integrated, innovative performance-based solution to drive results for her clients. She is an experienced facilitator and strategist who has successfully designed integrated product launches, sales compensation communications, contests and incentives, and a variety of meetings and events. |