Case Study: U.S. Based Medical Device Company aligns incentive payments with sales goals using Axtria

Comprehensive Field Force Incentive Compensation Program For A Medical Device Company

Axtria worked with a U.S.-based medical device company whose field force incentive payments were not aligned with corporate goals and budgets. The company also lacked clear standards for tracking success, and sales and marketing leaders had conflicting priorities, overlapping incentive opportunities, and no formal approval process for timely, accurate payments.

Axtria met with sales and marketing to align on brand priorities, modeled multiple incentive metrics, and recommended best practices for the incentive compensation program, including awards and motivational add-ons. Axtria also built a multi-layer approval process, implemented training and tip sheets, and supported program governance and reporting. As a result, incentive payments became proportional to overall sales achievement, sales effectiveness and understanding of the program improved, and the compensation plan better aligned senior leadership objectives with the sales team.