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Certification Program Boosts Engagement and Sales

Sales & Channel Loyalty Case Study AUDIENCE Dealer sales representatives

“It is a great program that continues to differentiate you from the other companies.” -Client Dealer

OBJECTIVES Increase sales. Improve product awareness. Build long-term loyalty. Instill the importance of training and certification.

RESULTS Unit sales have increased each year since the establishment of a certification process. Once a sales representative completed their first certification phase, average unit sales increased over 280%.

Sales Over Previous Year

15.37% increase

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Strategies & Tactics Strategy: Encourage certification of dealer sales representatives. Tactics: ITAGroup introduced a multi-leveled program that required dealer sales reps to complete the first phase of the certification process in order to participate. After qualifying, points were earned for every eligible unit sold. Participants were eligible for additional earnings through short-term promotions centered around targeted products. Strategy: Integrate training and certification to maximize the impact on sales performance. Tactics: The program reinforced training and certification achievement by awarding points and providing downloadable certificates of achievement. Progress to goal was communicated through detailed website reporting and customization of the website home page based on the participant’s current certification level. Strategy: Create a compelling solution that is measurable. Tactics: ITAGroup received a weekly data file directly from the client’s sales management systems, which in addition to nearly one dozen other file feeds at various frequencies, allowed data to be integrated to support and measure a comprehensive set of programs and promotions.

About ITAGroup Business is driven by loyalty. ITAGroup drives that loyalty with a comprehensive range of loyalty solutions. We combine incentive programs, rewards and recognition, group travel and event management to engage employees, motivate channel partners and ignite customer devotion. And we rely on traditional business values like hard work, integrity and great customer service to make sure our clients are successful.

ITAGroup®, the associated design/logo and Driven by Loyalty® are registered service marks of ITAGroup, Inc. All rights reserved.


AUDIENCE RESULTS OBJECTIVES Strategy: Integrate training and certification to maximize the impact on sales performance. Tactics: The program...