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CASE STUDY - Helping to Set a New Standard


CLIENT: Pfizer, the world’s largest drug manufacturer

GOAL: Increase the efficiency and effectiveness of the Consumer Healthcare professional sales force.

CHALLENGE: Design a sales incentive and recognition program to encompass all organizational levels of the Professional Sales and Marketing division with the flexibility to adapt to changing market conditions and integrate with a highly evolved series of sales metrics and criteria.

ACTION: Cavanaugh created a structured Foundation of Excellence incentive program that recognized and rewarded Pfizer colleagues for both performance criteria driving the business forward, and for the display of company values and leader behaviors at the foundation of the company’s recent successes. Cavanaugh also helped modify the annual bonus plan to better incent sales performance on an individual and team basis.

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