In the “FiR Service Insights” series, Lennardt Söhngen addresses the question “What will become of sales incentive systems in the manufacturing industry?”
Success factors of digital business models for the mechanical and plant engineering
classic sales incentive systems in the manufacturing industry have long been designed around one-time sales of machinery. However, with the increasing importance of digital products and services, these models are reaching their limits: sales commissions were designed to reward transactional product sales, while customer loyalty and active sales of digital services were often neglected.
The webinar will show why traditional incentive models are no longer sufficient to make sales sustainable for the future. It will explain how modern sales incentives can be designed to incentivize not only product sales, but also long-term customer loyalty and development through digital products and services.
To this end, best practices from the manufacturing industry will be presented and examples of successful models from the software industry that can be transferred will be highlighted. This will provide insight into how existing systems can be further developed and brought into line with digital requirements.
This is the seventh event in the Webinar series, in which employees of the FIR at the RWTH Aachen explore the possibilities of AI in the service sector.
When: Tuesday, 25.11.2025, 2:00 p.m. - 3:00 p.m.
Where: Online
Please register by November 24th, 2025!
Further dates in the series:
14.10.: AI in service
21.10.: Business models in transition
28.10.: AI-supported knowledge management
04.11.: Green Service Business
11.11.: Spare parts logistics of tomorrow
18.11.: Success factors for digital business models
25.11.: From closing commission to customer development
tbc.
