As a leader in SIM and device management for mobile markets, SmartTrust has delivered carrier-grade solutions on a global basis that, for almost two decades, have met the business challenges of mobile operators.
With a rapidly growing global business SmartTrust was keen to introduce some control and predictability into sales forecasting as weaknesses were impacting both cash flow and budgeting decisions. Sine Qua Non was asked to devise and implement a programme to incentivise worldwide sales teams to deliver more accurate sales forecasts to company management both in terms of value and timing.
We created a programme based around the theme of aeronautical navigation and waypoints that would enable a strengthening of sales operations processes and a dramatic improvement in forecast accuracy. With monthly global sales targets and prizes awarded on accuracy, timing and value, the financial year closed with an unblocked sales pipeline and within a fraction of forecast target. By offering a tiered prized structure for year end with a ‘money can’t buy reward’, SQN delivered education, incentive and tangible business benefit within one programme.