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Case Studies: Employee Performance | Client Loyalty | Channel Sales Incentives
Channel Sales Incentives
Client Problem: A national financial services firm, with approximately 300 Account Executives and 5,000 wholesalers needed to find a way to go beyond a “commodity based” relationship- creating loyalty, driving quality, and differentiating services.
Quint Solution: Quint created a three year schedule of events that went very deep in Year One with a handful of “Tier 1” events hosting top clients. Hosting the top producing Account Executives and wholesalers at The Masters, The Final Four, and The Super Bowl our client brought in industry leaders to deepen relationships, provide high level market education and solicit feedback on what it would take to improve great relationships and garner more business.
Year Two saw a five fold expansion in participating wholesalers by taking the program to more “Tier 2” events. This allowed the program’s budget to stay flat, while reaching more customers to activate the lessons learned in year one.
Results
Through the deepening of existing relationships, the client saw a 10% incremental increase in same customer sales, year over year.
Through new ideas generated like a very focused, technically oriented monthly newsletter and enhanced product guidelines, the company saw a 20% increase in overall production year over year.
Average revenue per Account Executive in the program increased 33% year over year as their hosted clients improved and they were able to translate the practices of success across a broader base.
Testimonial
“Quint was terrific in listening to my goals – and budget - to create a highly customized and impactful program. I was also continually blown away by their flexibility in accommodating our changing requirements over time and on site.”
- Senior Vice President, Production
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 Each Quint solution is built to accommodate the requirements of a successful loyalty and performance program, while adapting to the ongoing evolution of a dynamic business enterprise. Read more »
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