Once we uncovered this critical gap between drivers and sales reps, we designed an incentive program targeted to getting them working together address the client’s challenges. While the two groups were highly skeptical that their partnership would yield results, they soon found common ground and began to generate amazing results.

First, we developed a custom lead generation system that linked drivers to specific sales reps for lead generation and management. To foster compliance, we had to accommodate the drivers’ preference for paper and the sales reps’ preference for digital.

Next, we trained both groups to generate information and act upon leads, and then to record their efforts. We thus captured metrics on the number of leads, type of lead, disposition time, and outcome.

We ultimately brought together stakeholders from both sales and delivery silos within the organization, when neither side believed at the beginning that their partnership would be fruitful.