Case Study: Verizon’s Cellular Sales Drives Engagement

Verizon Cellular Sales runs 700+ stores in 39 US states, with 5,000+ retail employees. Using Centrical it engaged employees to drive behaviors, focus, and professional development. As a result, handset sales grew 53%, cross-sells doubled.

• 53% – More handset sales
• 2X – More combo sales

“It completely shifted how employees and managers communicate.” Brian Snyder, Regional Director

Achieving Better Sales Productivity Through Continuous Feedback

Things move fast at a Verizon Cellular Sales store. Multiple goals need equal attention from employees. However, when, for example, a new phone arrives, sales for it go through the roof while sales of all other products plummet.

Centrical’s solution brought needed attention through real-time performance management and using fun game-mechanics as a way to bring focus on multiple, transparent goals.

Using the platform’s mobile app showed employees how each activity brought them closer to their bonuses. It also notified which KPIs should be worked on to maximize game points and potential bonus.

Managers could tell if someone was not into the program or were but not doing well, a sign coaching was need and could be provided in a timely manner.

The full case study details how Verizon Cellular Sales found a correlation between engagement and business results, like a 53% increase in handset sales and simultaneous doubling of combo/cross sells.

“We are working faster and more efficiently than ever before.”

Brian Snyder, Regional Director at Verizon’s Cellular Sales, explains how he makes great use of challenges to engage employees and keep them focused on multiple goals.

This blog post has been re-published by kind permission of Centrical – View the Original Article

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