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IOM - Call Center Incentive Scheme

1) Godrej Properties is proposing an incentive scheme for call center representatives to generate sales leads and property conversions for the Godrej Garden City project. 2) The incentive structure provides higher payouts for larger property types, ranging from Rs. 2,500 for 1BHK units to Rs. 6,250 for 3.5BHK units. 3) It is estimated that this incentive program could generate 30,133 square feet of property sales per month at a cost of Rs. 100,000, which would be a very small percentage (0.094%) of the total business value. Approval for piloting this program using the existing Rs. 200,000 marketing budget is requested.

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193 views

IOM - Call Center Incentive Scheme

1) Godrej Properties is proposing an incentive scheme for call center representatives to generate sales leads and property conversions for the Godrej Garden City project. 2) The incentive structure provides higher payouts for larger property types, ranging from Rs. 2,500 for 1BHK units to Rs. 6,250 for 3.5BHK units. 3) It is estimated that this incentive program could generate 30,133 square feet of property sales per month at a cost of Rs. 100,000, which would be a very small percentage (0.094%) of the total business value. Approval for piloting this program using the existing Rs. 200,000 marketing budget is requested.

Uploaded by

coolestvinay8112
Copyright
© © All Rights Reserved
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Download as PDF, TXT or read online on Scribd
You are on page 1/ 2

Godrej Properties Limited

Internal Office Memo


Dated: 18th August, 2015
To: K.T. Jithendran
Through: Chirag Akruwala/Girish Shah
From: V. Vinay Kumar
CC: Priyansh Kapoor, Amandeep Singh
Subject: GGC, Ahmedabad Incentives For Call Centre Representatives To Generate Sales For Godrej Garden City
Background: Our Call Centre is a resource that has potential to deliver even greater value to the organization in
terms of sales volumes. Call Centre representatives are not as expensive as sales representatives and they also have
a larger bandwidth to handle more customer calls. In a large project like Godrej Garden City which has year round
lead generation and conversion needs, it becomes necessary to:
1. Capture the customer interest on all fronts
2. Optimize man power potential to deliver sales from all touchpoints
3. Incentivize workforce at all touchpoints to achieve their potential.
In order to do so, we plan to incentivize the Call Centre teams to generate walk-ins and sales conversions as follows:
Proposition: We are proposing an incentive scheme for Call Centre representatives in order to ensure conversion of
qualified leads into GGC customers.
We propose to introduce the below mentioned incentive structure for above cases.
Typology

Executive

Team lead

Total

1 BHK

2000

500

2500

2/2.5 BHK

3000

750

3750

3 BHK

4000

1000

5000

3.5 BHK

5000

1250

6250

(All values in INR)


Process Flow:

Call Centre
Representative
receives lead

Call placed to lead


by the Call Centre
Representative

Lead encouraged
to visit Site by Call
Centre
Representative

Lead handled
and closed by
Sales Resource

Incentive paid
out to Call
Centre
Representative
at the end of the
month

Page 1 of 2

Targeted Numbers and Cost Implications:


Typology

Incentive

Targeted Units

Cost

Square Feet

3.5 BHK

6250

18750

6633

3 BHK

5000

25000

7750

2 BHK

3750

33750

10350

1 BHK

2500

22500

5400

26

100000

30133

Total

Thus we expect 30,133 sft of business to be delivered through this incentive scheme per month and the costing for
the same will come to INR 1,00,000.
At an average APR of INR 3500, the BV of the same will be INR 105465500 and thus the cost of the above stated
incentive structure will come to 0.094% of the BV, which is highly encouraging considering that this results in actual
sales. The Payment for the same will be made to the Call Centre organization (Minacs) and they will be responsible
to make the payout to the eligible Call Centre Representatives.
Apart from this, every quarter there will be a cost for the Quarterly Champ Gift for INR 25,000 which will be given to
the highest performer in a quarter in terms of SFT sold. This gift ensures a sustainable long term effort from every
Call Centre Representative and will provide them with added incentive to drive sales for GGC.
Cost Absorption: The marketing budget for Q2 already has a budgeted amount of INR 2,00,000 for Call Centre
incentivization. The same amount will be availed for the above proposed activity. We will analyze the effectiveness
of this pilot project and then standardize the format for implementing this activity for the rest of FY 15-16.

Request your kind approval on the same.


Regards,

V. Vinay Kumar
GM Marketing & Sales

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