Situation: MasterCard is advertised through banks issuing the card that have a sales made up of telemarketers, outside sales persons, and branch sales persons. The opportunity was to be able to educate this group about the benefits of the different cards offered by MasterCard and give them an incentive so that MasterCard would be their first choice.
Solution: MarketLogic developed a Training Program and Incentive Plan for the sales force named “Desafío MasterCard”, or MasterCard Challenge, in which the salespersons accumulate points by learning about the products and for each card sold.
Our job was to develop the training program content, create the training materials and the production and distribution of the manuals and quick reference guide.
For the Incentive Plan, MarketLogic developed the plan theme, the online platform where the sales persons interact with MasterCard and the general coordination of the plan with each participating bank.
Results: Depending on the bank, the increase in card sales was over 30% and in some cases, sales more than doubled. Therefore, the program accomplished sales force loyalty with MasterCard since the group now feels supported and recognized by the brand. The plan began as a pilot in Puerto Rico and the Dominican Republic and has extended to Mexico and Central America and has been proposed globally as a company Best Practice.