Few factors have a deeper impact on a sales force behavior than that of the incentive system: it is a clear signal of what the most important objectives of the firm are. In many organizations this signal can be improved in order to bring the collaborators to show an optimal performance. In BacherZoppi, we rely on the THOR model, which allows us to guarantee the incentive system is an unequivocal guide toward the accomplishment of the strategic objectives for the whole commercial organization. Applying THOR ensures that the best salespersons will be very well paid, while those with a lesser performance will rather tend to look for other opportunities.

Segmentation models

Closely related to the payment of incentives, there is the constant challenge of the correct segmentation of customer groups. With markets and portfolios increasingly developing and changing, it is critical for the sales force to rely on a compelling tool in order to assess the relative value of its customer. BacherZoppi counts with the DIANA model which facilitates the discernment of the assessment factors in the field. DIANA will convince you not only for its sophistication and adaptability, but above all for the ease of implementation and the clarity of the message for the sales force.