Banca Popolare di Milano

Case Study literature

The Brief
Manifest were asked to produce a detailed case study of a sales contest used by the bank to incentivise its branch sales teams and achieved a 200% ROI. Required features included a full analysis of the method and figures, and a best practices guide to enable future contests to be implemented even more cost-effectively.

Our Solution
Producing great case studies is about more than collating and analysing all the data. You need to dig behind the scenes too. As well as reviewing the relevant documents, we interviewed bank staff at all levels to find out how the contest really worked behind the staggering ROI. For example, how did sales staff who did not win one of the prizes feel at the end of the contest? Would this disincentivise them in future sales contests. What we learned helped us to make important recommendations for future contests as well as record how this one worked.

The Outcome
Mapping the positive and some negative achievements of this sales contest created an important benchmark for future contests and helped to tweak the approach to enhance the incentive effect. As a result subsequent sales contests have produced even higher returns on investment.