The initiative is recognition that B2B marketing is actually human-to-human (H2H), and that good staff play a vital role in human interaction – an integral part of any telemarketing organisation.
This renewed emphasis on the importance of human interaction in B2B sales is supported by research conducted by SCi. It showed that 69% of B2B sales have some form of human interaction, either a phone call or a face-to-face meeting.
To fully calculate the benefits of the share scheme the company will be monitoring its impact on 5 key areas; staff retention, sales drive, policy engagement, new initiatives and recruitment.
Staff retention is a universal challenge in telemarketing and contact centres. Recent figures from XpertHR show that staff churn in the average
By making their staff shareholders SCi are hoping to strengthen the bond between staff and the company they own - that should further reduce the churn rate. The link is fairly obvious.
It's also anticipated that becoming shareholders will give staff an extra boost to meet targets that obviously drives profitability - and adds to the shareholder dividend at the end of the year.
Some campaigns can be challenging, but there is evidence the shareholder scheme is working to drive long-term good behaviours that removes the focus from short-term 'campaign' goals.
Another area the company hopes will be improved is policy engagement - all those little things outside of selling where it's sometimes difficult to get staff connection. By linking policies to the dividend the company hopes to improve policy engagement. So turning off the lights as part of the environment policy reduces energy bills, and results in a bigger dividend for all.
The company is also keen to see increased involvement by staff in the creation of new policies and initiatives. Brendan wants to see greater input from staff, "As CEO, most initiatives have come from me in the past. But I don't have as monopoly on good ideas. We have real talent at SCi, and now they own the company I'm sure they will not be shy about voicing their ideas."
The final area the company will monitor is recruitment. Offering new staff the opportunity to become a shareholder is expected to attract a higher calibre of both sales and management candidates. It's a big differentiator in a job market that can sometimes be a little monotone – every company offering similar basic salaries and commission plans.
The awarding of shares took place during 2014 with the first shares being issued on 2 March. It's early days for SCi and the EMI scheme, but it will be interesting to see if other telemarketing companies follow their lead. The rewards are clearly there for everyone at SCi to enjoy.
Established in 2002,
Clients range from enterprise multi-nationals to SMEs and start-up companies. SCi's marketing services extend beyond the
Read the full story at http://www.prweb.com/releases/2014/07/prweb11996152.htm
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