Experian

Background:
Experian had a number of issues in their sales team, such as high attrition rates and an ad-hoc system of rewarding their people. They set out to find a scheme that would target these two major business issues.

What was the scheme trying to achieve / issues / challenges:
Experian’s sales team were staying for an average of 9 months, after which they left due to burn-out, lack of motivation etc. Experian wanted a structure that would reward scheme members in a more formalised fashion, but only came into effect after they had been there for 6 months. This was to encourage scheme members to stay longer and have more focussed longer-term targets.

How the Hive helped:
The Hive scheme was an immediate hit. Team members are targeted for achieving targets, as well as daily, weekly and monthly objectives. The scheme was met with positive feedback, resulting in the team members staying longer, and also being more productive.

Results:
There was a 12% increase in sales in the first year directly attributable to the scheme
Many other benefits, such as

- Scheme members in the sales team stay longer
- Reduction in recruitment costs
- Reduced training costs
- Achieves a more stable workforce

Customer Quote:
“I started the scheme to try to combat attrition in the sales team. This was achieved, and many other benefits were gained. I was so impressed that I have since started a similar scheme in a different business area.”