Business Case – Sales Incentive

Incentive Program Improved Selling Skills and Increased Sales

TARGET AUDIENCE
Inside Sales Reps Selling Hardware and Services

Situation
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.

Objective

  • Increase Reps’ knowledge of products and improve selling skills
  • Increase offers and sales
  • Improve customer satisfaction
  • Improve and increase Supervisors’ observations and coaching

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.

Solutions
“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:

  • Taking online quizzes on product features
  • Taking online quizzes that reinforced effective selling skills with a focus on making offers
  • Excellent call observations (Reps)
  • Excellent coaching (Supervisors)
  • Collaboration and Teamwork
  • Improved Customer Perception Surveys
  • Sales (increased offers and closed sales)

Results
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:

Results chart

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.