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Sales solutions - making intermediaries perform
Selling products and services through intermediaries is hard work. Often you can't talk directly to the frontline staff of your intermediaries yet you need to keep them knowledgeable about your products, aware of your corporate values and ethics, and focussed on your offerings and not those of your competitors. Part of the challenge is that you will have commercial agreements with your intermediaries but have no way of motivating the staff actually pushing your products. This is where incentivisation can help you.
How it Works
Targeted at intermediaries, a simple incentive scheme can
- Keep frontline staff up to speed with your products
- Give staff the confidence to sell your products
- Reinforce corporate values
- Most of all, keep your products in their minds when they are at work
It works by offering an incentive for staff to engage in on-line learning activities. These are light-touch and fun and participants normally do not even think that they are undertaking learning. Typically, staff will be more than happy to earn rewards for participating in short daily activities that:
- Are brief and fun
- Take only a few minutes each day
- Do not interfere with the day-job
- Subtly embed product and behavioural information into the minds of the staff
Cumulatively the impact can be very positive, ensuring that staff have the confidence to recommend your products over those of your competitors.
An incentive scheme does not compete with commission - it complements it offering intermediary principals greater benefits without expense. Schemes will normally be funded solely from increased revenue generated by more effective selling and the business case is based on real a return on investment.
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