An Incentive-based Gamification Application for salesforce helped a leading FMCG company reduce the churn rate and align the strategic initiatives. Creating a Sales Compensation plan and driving actions among sales representatives to get the best results enabled the company to increase productivity and identify opportunities to be leveraged.
01. Business Challenge
A leading FMCG company engaged with Decision Point on a sales force transformation project to reduce churn. The higher the churn rate, the greater the revenue loss. The FMCG company was looking to resolve the following pain points:
- Ease in uploading targets for sales reps KPIs
- A way to calculate incentive KPIs, track achievements, required run rate and notify to Sales Rep through the same application
- An efficient application to highlight opportunities for Sales Reps to be executed for the day.
02. Approach
The client wanted to stay ahead of the curve and equip its sales force with an application that would enable them to track their incentives during the month and provide key metrics for comparison with their peers. The goal was to:
- Track the targets that were completed
- Identify the Opportunity to sell and maximize incentives.
- Align strategic initiatives with the best plan to increase revenue.
To execute this, Decision Point experts implemented the Incentive Gamification Application which involved:
03. Impact
After implementing the Incentive Gamification Application for Sales Reps, the client achieved the following results:
- 10% drop in Sales Rep churn rate due to a transparent incentive structure
- Maximized earnings through transparency in incentives
- 66% increase in retailers
- Sales force can view the incentive at any point of time
- Sales force can identify opportunities and increase productivity
Key Highlights
- Gamified approach to incentives
- Specific executable opportunities for Sales Rep
- Higher Salesforce productivity
