Let's Connect

* indicates required fields

By entering your name and email you agree to the processing of your personal data as described within the Privacy Notice.
Home Case Studies Championing a head-to-head sales incentive
Close-up of hands holding pens over financial documents with charts and graphs. A calculator is on the table. The scene suggests a collaborative business or financial planning meeting.

Championing a
head-to-head sales incentive

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.

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 ROE.

Industry

Telecommunications

Problem space

Sales team motivation

Services

Gamification

Recognition

Rewards

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. Agents received daily game plays worth 5-15 points based on individual results. At the end of the incentive period, each member of the winning team would receive 2500 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.

  • Hands of two people using a credit card machine. One hand holds a credit card, and the other operates the machine. Text on the image reads, In retail, the last four feet makes all the difference.

    Article

    Winning the last four feet

    For brands operating in retail, success is determined by the ability to “win the last four feet” – the critical interaction between the customer and the retail associate. Regardless of the advertising budget, it can all be rendered ineffective if a competitor excels in that final interaction. Conversely, outperforming competitors in those crucial moments can offset their advertising spend.

Share this resource

Related research

View all thought leadership
Hands of two people using a credit card machine. One hand holds a credit card, and the other operates the machine. Text on the image reads, In retail, the last four feet makes all the difference.

Article

Winning the last four feet

For brands operating in retail, success is determined by the ability to “win the last four feet” – the critical interaction between the customer and the retail associate. Regardless of the advertising budget, it can all be rendered ineffective if a competitor excels in that final interaction. Conversely, outperforming competitors in those crucial moments can offset their advertising spend.

Smiling person in an orange sweater points forward against a blue background. Text reads, Leaders have a prime opportunity to demonstrate their appreciation to all employees.

Article

Bridging the gap: strengthening leader-employee connections on Employee Appreciation Day

The disconnect between leaders and employees has become increasingly evident. According to The New Rules of Engagement® research from BI WORLDWIDE, a staggering 38% of U.S. employees feel their leaders don’t understand the typical employee.

A person with headphones holds a tablet, looking thoughtful. The text next to them reads: 50% of the workforce will need to be upskilled or reskilled by 2025. Below, the logo for Mastery Marketplace is displayed.

Article

Why learning is trending in the workplace

Lifelong learning does remarkable things for our brains. Research has found that learning keeps brain cells working at optimum levels, which may slow cognitive and memory decline as we age.