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CASE STUDY - Incenting Sales Across
the Entire Organization
CLIENT: PNC
Bank, a Fortune 500 financial institution
GOAL: Increase
new accounts or promote additional deposits to current accounts.
L
CHALLENGE: Motivate
PNC branch personnel to aggressively sell new or upgraded
accounts to current and new customers.
ACTION:
Cavanaugh designed an incentive program for branch
personnel awarding them points based on their level of new
account sales or levels of additional deposits to current
accounts. Points were then redeemed for prizes via a proprietary
incentive merchandise catalog. The initial sales goal was
exceeded by 14%.
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