Draeger Medical Improves Sales Productivity by 15%
Leading medical device company positioned for proactive sales performance management
US Draeger Medical is a subsidiary of Drägerwerk AG, a global leader in the medical and safety technology markets with annual revenue of $2.6B. Its sales organization is based on a direct sales model with account managers responsible
for the entire product portfolio and focused on nurturing customer relationships.
Challenge Draeger recognized that managing sales compensation with spreadsheets lacked the visibility necessary for optimum performance of their rapidly growing sales organization. Account managers maintained their own spreadsheets (known as “shadow accounting”), wasting valuable selling time tracking deals and reconciling commission earnings. Manual commission processing also introduced risks of calculation errors and process inconsistencies, and burdened finance with long hours of reviewing, validating and correcting commission calculations. Draeger recognized the importance of continuous analysis of sales plan effectiveness, and the inadequacy of their spreadsheet-based system to support such analysis.
StrategyThe company decided to automate sales compensation with an easy-to-use, on-demand solution that drives improved sales productivity and streamlines the sales incentive management process. Draeger sought a system that included plan design, modeling, reporting and analytics without the need to deploy and maintain separate modules. After a thorough evaluation Draeger selected Centive Compel.
ResultsWith Compel, Draeger increased sales productivity by 15%. The company also boosted finance productivity, cut payment questions and disputes by 75%, and eliminated “shadow accounting”. Draeger successfullyreduced commission processing time from 2.5 weeks to 2 hours and eliminated 1 week previously needed to generate and distribute commission reports.
“Compel brings our sales incentive programs to life for account managers. It provides the visibility and tools needed to reinforce plan objectives, boost motivation and provide unwavering tactical direction for meeting and exceeding sales targets.” Florian Kluge, Senior Director of Finance, Draeger Medical US
Draeger Medical successfully leveraged Compel to improve sales productivity, streamline its sales commission process and support in-depth sales analysis. By automating sales compensation the company expanded its sales performance horizon and positioned itself for proactive strategic management; the kind of management that ensures corporate goals are consistently accomplished.
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