Lebara Mobile: Sales incentive scheme for fast-growth telecoms company
Lebara mobile is an amazing success story with three million customers acquired in ten years. The company has 1400 employees with operations in eight countries including the UK, Germany and Australia. Its salesforce promotes international SIM cards, handsets, mobile internet portal and money transfer products to customers ranging from individual small retail outlets to large wholesalers.
The company has ambitious growth targets and plans to continue its global expansion. Sales would play a fundamental part in achieving these goals and so the senior team decided that the incentives in place for the sales teams across the world should undergo a full review. So, at this point Lebara decided to bring in consultants and analysts from Innecto.
Our first priority was to investigte the current sales scheme to fully understand costs and what it was delivering, and then to help them develop core objectives for the new scheme. They brainstormed and tested the potential options to ensure they ended up with one consistent schemed that worked across all eight countries. Critical to the success of this project was the launch in each market engaging and inspiring the workforce immediately.