Inside Sales Reps Selling Hardware and Services
A Fortune 500 firm wanted to increase its sales—long term. Despite extensive corporate training, Sales Reps were not using or applying critical selling skills such as asking open-ended questions or making product offers.
To accomplish these goals, the company had to reinforce learning and collaboration, gain Supervisor buy-in, improve the Supervisor/Rep relationship, and help Reps translate knowledge into concrete customer service and sales results.
“Go 4 It” was a 90-day incentive program powered by an engaging communications campaign and motivating ePoint rewards that were redeemable for top-brand merchandise. Online postings of Reps’ performance encouraged competition and a “Go 4 It” attitude!
The program rewarded Sales Reps, Supervisors, and Teams for a variety of activities, including:
Sales Increase: The program drove a sales increase of 32%, and the increase was sustained for the entire year.
The program also boosted the offer to close ratio:
Knowledge Gain: More than 70% of Sales Reps passed quizzes.
Customer Service Improvement: Customer Perception Survey scores improved.
Culture Change: Supervisors continued their focus on observing and coaching Reps, resulting in improved teamwork.