Evolving's Personalized Employee Journey-based Gamified Sales Incentivization and Performance Motivation Solution
Best recommendation? No. Does it work? Better than you might imagine!
With aggressive sales targets, we frequently see our communications service provider (CSP) customers struggling to retain talent. We’re not in the business of helping our customers with their employee problems or optimizing their HR operations but we do something very similar – we help our customer with their people problems. Their subscriber challenges like reduced tenures and churn to be more precise.
So, it was only natural for us to wonder why our customer acquisition, onboarding, engagement and retention solutions for the telco subscribers couldn’t be used for their own employees. Much of what we help our telecom customers with would likely apply to their employees as well – engaging people with innovative stimulating challenges that help build real value for them and loyalty towards the CSP.
At Evolving, we call it our Personalized Employee Journey-based Gamified Sales Incentivization and Performance Motivation Solution (PejobGasipMos if it were up to me). I suspect it was christened at a lunch meeting when the egg-topped ham and cheese sandwich came in introduced as the croque tartine parisienne to one of our English engineers. Yes, it’s that good 😊
Some of the challenges that this specific customer was looking to overcome included a way for management to encourage the sales team to be self-motivated and on their feet instead of resting on their laurels – something that even top sales performers are often found guilty of. There’s a reason Airlines will drop even their best passengers from Platinum if they stop flying enough. And there’s a reason these passengers care about keeping their status. Meaningful and relevant rewards are at stake and just like flashing that card can make a statement, so too can hard-earned gamified badges spell it out for diligent sales performers who have worked hard to establish their rank on the social performance ladder.
The list of challenges for the CSP to motivate and make work meaningful for its staff was long and included requiring a way for them to tailor leadership style to individuals; provide tools, communication and help daily to build trust; leverage employee strengths rather than focusing on weaknesses; and a mechanism to reward specific behavior.
Happily, we now know that such repurposed solutions have the power to transform areas of business very far from what they were originally designed for. The CSP has been able to turn their Sales Department into a highly motivated and top performing sales force. Feel free to dive in to our Case Study on this customer to see why this might really be better than your grandma’s egg-topped ham and cheese sandwich.
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