Proving the power of non-cash rewards
An insurance company wanted to test whether cash or points incentives were more effective than offering no incentive.
RESULTS
The points group produced 102% more policies per person and 55% higher engagement than cash; notably, the cash group underperformed the control across engagement and policy metrics.
Industry
Financial services
Problem space
Sales team motivation
Services
Contests and incentives
Rewards
Technology
SalesMaker
Challenge
An insurance company wanted to test whether cash or points incentives were more effective than offering no incentive. Over 1,800 agencies were split into three groups.
Solution
We ran an A/B/C test where cash and points groups received rewards of equal value. Results were measured across engagement and policy production.
Results
The points group produced 102% more policies per person and 55% higher engagement than cash; notably, the cash group underperformed the control across engagement and policy metrics.
