Kicking sales into high gear
In an effort to boost internet sales among multi-dwelling unit account executives, a large telecommunications company launched a 3-month sales incentive program.
Results
The program proved to be a resounding success, driving $22 million in revenue and achieving an impressive ROI of 255:1.
Industry
Telecommunications
Problem space
Sales team motivation
Services
Contests and incentives
Rewards
The starting line
In an effort to boost internet sales among multi-dwelling unit account executives, a large telecommunications company launched a 3-month sales incentive program called “Play For Kicks.” These account executives specialize in selling internet services to property managers of condos, apartments, and other multi-dwelling units. The company sought a creative and effective way to drive sales and energize their team.
The playbook
To tackle the challenge, we crafted a soccer-themed incentive program designed to motivate account executives to reach new heights in their performance. The program featured both monthly and program-end components. Each month, account executives who met their sales targets earned a chance to play a soccer game, accumulating points redeemable for a variety of exciting awards in the Merchandise and Experiences Marketplaces. At the end of the program, top performers were entered into a drawing for the opportunity to design their own custom Nike shoes, adding an extra layer of excitement and personalization to the incentive.
The victory
The “Play For Kicks” program proved to be a resounding success, driving $22 million in revenue and achieving an impressive ROI of 255:1. The initiative also resulted in a 20% increase in sales volume over the baseline, demonstrating the effectiveness of the soccer-themed approach in motivating account executives and driving substantial business growth.
