Financial Services Company Sees Double-Digit Increases
Sales & Channel Loyalty Case Study AUDIENCE 7,200 financial advisors
“ITAGroup does the right thing, even when no one is looking.” -Client’s President & CEO
OBJECTIVES Engage qualifying financial advisors throughout the year. Increase post-qualifying production among top financial advisors. Raise competition levels within financial advisor peer groups.
RESULTS Top performer qualifiers saw their post qualifying production increase 9.5 percent.
Post-incentive Trip Production
32.1% increase Program reinforced “esprit d’corps” among top-performing financial advisors.
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Strategies & Tactics Strategy: Engage and increase post-production levels of financial advisors. Tactics: A minimum qualifying level was set for financial advisors, and upon reaching that level a Flash video was sent to the participant. The video highlighted five travel options and allowed the financial advisor to rank their preference on the program website. Based on their production data, financial advisors were stack-ranked within each opportunity according to their achievements. Through an online web platform, financial advisors were able to review detailed trip information, and see their current standing on an online leader board. Strategy: Maintain budget integrity while incorporating motivating awards. Tactics: The number of available trip options was increased and a family component was added. However, budget integrity was maintained through a close-ended rule structure, awarding a limited number of participants, all who had achieved or exceeded goal.
About ITAGroup Business is driven by loyalty. ITAGroup drives that loyalty with a comprehensive range of loyalty solutions. We combine incentive programs, rewards and recognition, group travel and event management to engage employees, motivate channel partners and ignite customer devotion. And we rely on traditional business values like hard work, integrity and great customer service to make sure our clients are successful.