DSM

    Finding a Healthier Future for Sales Performance Management

    The Challenge

    Unexpected shifts in market dynamics, like those seen as a result of the COVID-19 pandemic in 2020, but also other external uncertainties and headwinds make it incredibly difficult for DSM sellers to sell the products that deliver on their mission of building brighter lives for all. To compound challenges, DSM recognized their existing sales performance management solution was no longer sustainable. They needed a new solution to support their employees—and fast.

    The Transformation

    With the previous tool, sellers were not able to see their underlying transactions, meaning there was no way for them to check how their commissions figure was calculated. DSM was looking for a solution that offered automated workflows, an ability to double-click down into transactions and team performance, and something that would be easy for their employees to use and understand.

    “Varicent very quickly understood who we are, what our challenges are, and how our sales incentives work. They were able to give us a solution to the problem we had

    Mischa Bijl
    Manager, Total Rewards, DSM

    The Results

    Expand

    to 4 business units across the company

    Insights

    into commissions and performance that are easy to understand

    Drill down

    into individual transactions and team member performance

    About

    DSM is a global purpose-led, science-based company specializing in Nutrition, Health & Sustainable Living. Our purpose is to create brighter lives for all. We achieve it by using all the scientific and innovation power at our disposal to tackle some of the world’s greatest challenges - creating value for customers, shareholders, our people, and society-at-large.

    Industry

    Healthcare

    Geography

    Europe 

    Size

    Enterprise (1,000+ Employees)

    Solution

    Varicent ICM

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