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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.
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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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