Championing a
head-to-head sales incentive
A large telecommunications client came to us to create a fun sales incentive program for the fourth quarter to help close out the year strong. They were looking to increase their average number of mobile lines sold per agent, which was one per week before the program started.
Results
There was a 10% increase in the inbound close rate, a 14% increase in the retail close rate and a 5% increase in the number of lines entered per person. This led to $360 million in incremental revenue and a 331:1 return on equity (ROE).
Industry
Telecommunications
Problem space
Sales team motivation
Services
Gamification
Recognition
Rewards marketplace
Technology
DayMaker
Nitro by Bunchball
Close it out strong
A large telecommunications client came to us to create a fun incentive program for the fourth quarter to help close out the year strong. They were looking to increase their average number of mobile lines sold per agent, which was one per week prior to the program’s start.
A competitive program design
The program we created was a head-to-head matchup for retail, inbound sales, chat, and business partners. Teams and leagues were set up and paired based on channel and performance. Teams in each league were re-racked weekly during the entire incentive period. Based on individual results, agents received daily game plays worth 5-15 points. At the end of the incentive period, each member of the winning team would receive 2,500 program points.
Champion-level results
Not only did the client get to witness the competitive spirit across the divisions and within the channels, but the entire sales organization also saw an improvement in performance as a result of this head-to-head program. There was a four-week window where the agents averaged six lines per week per person across all channels, a 20% increase over baseline.
Overall, there was a 10% increase in the inbound close rate, a 14% increase in the retail close rate and a 5% increase in the number of lines entered per person. This led to $360 million in incremental revenue and a 331:1 ROE.
Thought Leadership
Learn from the best. BIW thought leaders bring you a deeper look at the business of inspiration.
-
Article
How merchandise inspires action and strengthens brands
It’s important to take a strategic approach to merchandise and awards, ensuring that every award serves a purpose, reinforces action, tells a story, and creates lasting connections between the recipient and the brand. Incentives only work when they inspire action. Whether engaging employees, customers, or partners, the first question to ask is, “What’s in it […]
-
Article
Employee recognition’s impact on business results
We want to know your big goals. Are you trying to launch a new product while phasing out an old one? Do you need to increase your market share or double your revenue over the next five years? Maybe you want to boost your Net Promoter Score by at least 20 points. Big goals are […]
-
Article
Building customer loyalty in a click-and-swipe-world
The customer loyalty landscape has undergone significant transformations due to the speed of technological advancements, data availability, and customer expectations. Is your loyalty program keeping pace? From fragmented to holistic Today, your customers have multiple ways to connect with your brand, including email, virtual meetings, texts, web- and app–based transactions, and social media platforms. This […]
