|Challenge: Increase sales of auto insurance policies by motivating the sales force and raising employee morale and participation.
An automotive insurance company was looking for a creative way to motivate their sales force to sell more policies. The campaign would be baseball-themed, and should focus on getting everybody involved and excited about reaching their sales quotas. The company also wanted to foster friendly competition between sales counselors in order to add an extra element of motivation.
Solution: Orchestrate a baseball-themed sweepstakes featuring an assortment of promotional products used as incentives, gifts, and giveaways.
The company decided on a two-month “Sales Grand Slam” contest that involved more than 1,000 sales counselors. To kick off the promotion, associates received a promotional stadium cushion and a six-pack cooler bag before a round of competitive insurance trivia. Winners received other fun promotional giveaways like embroidered shirts, bat-shaped pens, and imprinted stadium cups. Counselors were also encouraged to decorate their sections of the office in order to win more great promo products like peanuts and crackerjacks.
For each auto policy sold during the two-month span, each counselor received a scratch-off card that gave them the opportunity to win even more promotional prizes. For the final drawing, every scratch-off was placed into a baseball cap from which a grand prize winner was randomly selected. This lucky counselor was treated to an all-expense paid trip for 2 to Cancun.
Result: Employee morale increased dramatically as telephone sales improved 104% during the content.
During the sweepstakes, employees had an amazing time competing with their co-workers for fun promotional prizes. This office-wide boost in morale also translated into better performance, with a 104% boost in telephone sales during the two-month span. In this win-win-win situation, management, employees, and customers alike were all thrilled with the spectacular results.
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