| Problem: |
Company was losing design wins and sales because the sales channels, primarily Distributors,
were not focusing on our line. The direct sales team was squeezed for time in dealing with
their direct accounts and unable to muster distributor participation on their own.
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| Solution: |
I devised an incentive program to encourage all of the sales team to engage and focus on
particular products each quarter across both business units. To this end each of the 800
sales team members were issued a "License to Win" card. On the back listed the eLearn site
and quarterly dates when vital info for their success was available.
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| Program Launch: |
During the Worldwide Sales Conference in Singapore, I launched the program. With a rousing
presentation, I introduced the program to the sales channels. Everyone pulled out their
'License to Win' cards as the details were unveilled including the opportunity to win prizes!
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| Training Modules: |
Each quarter, specific products from each business units were priorited in the media and
on partner websites. The eLearn site synchronized these activities with sales! Short presentations
conveyed the essentials for the targeted products with sales strategies and collateral to help them be successful.
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| Prizes: |
The first 400 sales people who completed the eLearn quiz received a collector's edition
metal die-cast model car! And each quarter there was a different car featured encouraging
continued participation each quarter. The cars were so popular that sales people not otherwise
interested in supporting the line raced to do the training module once they saw the cool cars!
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| Statistics: |
The need to meticulously track quiz completions forced the creation of a detailed
"Feet on the Street" database. This allowed me to track trends across channel, theater,
country and region - very useful for Sales Quarterly Business Reviews. The regular completion
updates that I provided the field help to drive participation as it instilled competition
between regions.
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| Grand Prize: |
As a added incentive, there were 3 Grand Prizes randomly selected from the pool of sales
people who completed all 3 PitStops. I recorded the selection of the winners on video
as a final way to get everyone to go to eLearn one more time and see if they won! You
can view the video here:
www.youtube.com/watch?v=_VV23zus9hE
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