Fueling Sales Growth at Fleet One

An interview with David Rewers, Group VP of Sales at Fleet One.

Fleet OneFleet One® provides fuel cards and fleet-related payment solutions to businesses and government agencies with vehicles. Our sales team is about 80 members strong, but we are always looking for new ways to drive the business forward and do things more efficiently.

What we wanted
We found the ePrize app and began using it in October 2011. We created a sales contest to get account managers to complete data fields in Salesforce.com.  We used to ask for this stuff, but it never made it to the top of anyone’s priority list. But when we added a gamification layer to it, the activity spiked immediately!

We also wanted better insight into sales stages. This also had been a low priority, but now that reps can earn points toward winning and move up the leaderboard, it’s a whole new ballgame.

What we’ve accomplished
As of this writing in mid-2012, we have already conducted 15 contests. Although we have indeed signed on more customers, what’s interesting is that it’s not only about rewarding the team and providing motivation. It’s actually provided a more holistic view into the business. We have more fields filled out, which means better sales data to analyze and make decisions from, and we’ve seen a 15% spike in activity from the sales team.

Why we love it
For me, it’s almost like having an assistant, because there isn’t any more work on my part. In fact, there is less work. Some of the stuff I used to do myself is handled automatically. This meant logging client meetings, updating sales stages, etc. It has saved me a lot of time because the contest motivates the team to do these things on their own.

Now, key reminders to the team are sent automatically and the leaderboard emails keep the competition front and center.

This app is a great example of not knowing what you’re missing until you use it. I can’t imagine going back to the old way of doing things, and I couldn’t be happier with the activity we’ve seen.

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