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.

Case Study Snapshot

Solution: Incentive Compensation

• 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

Solution

Knowing a new sales performance management tool was in their future, DSM had a list of boxes they wanted the new tool to check. With the previous tool, sellers were not able to see their underlying transactions, meaning there was no way for sellers 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 Incentive Compensation Management (ICM) removes friction from the compensation process, accelerates the ability to make plan changes and adopt new strategies, and enables new insights to outdo previous performance.

Results

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.

• 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.