EE – Cross-Sell Team

Realising the full potential of your business by unlocking new opportunities & supporting the staff force to make change.

44%

We achieved an outstanding 44% ROI for EE

240%

NPS increase across our EE store estate following the intergration of our Cross-Sell team

£210k

We were able to deliever £210k sales revenue per quarter across our EE estate

Objectives

As a telecommunications provider, EE has a focus on providing a fast and reliable mobile network to their customers. EE identifies Home Broadband as an essential service in providing telecommunications and has grown this division year on year.

In 2015, EE tasked Infinite with providing a cross-sell team, who will search for new and missed opportunities by opening up the doors of retail & contact centres. The team’s objective was to integrate with key stakeholders across the business to find opportunities & further drive sales performance.

Solution

The cross-sell team where introduced to key stakeholders throughout retail & contact centres. By networking & building trusted relationships, the infinite team gained exposure to essential sales figures, which enabled the team to analyse data and identify key areas of opportunities for substantial growth.

Working with managerial influencers across the EE estate, the cross-sell team assessed the existing sales approach, and created SMART action plans in areas where opportunity lay, for which they are accountable, with the common goal to drive sales performance.

Benefits

Our EE Cross-Sell team has delivered £210,000 in revenue each quarter which equates to an impressive 44% Return On Investment (ROI). This demonstrates the marketing power of cross-selling in similar markets and the effectiveness of a team that continually searches for new opportunities and develops teams to influence sales opportunities. Having a cross-sell team is the most effective operational approach to ensure sales delivery and the ‘buy-in’ of sales advisors.

When the cross-sell team were implemented in August 2016, the Net Promoter Score (NPS) was -16. Today, the NPS score stands at +24, which establishes EE as the leading telecommunications company for home-broadband customer satisfaction in the UK.

“I have worked with Infinite for over 10 years. I have always found their approach to field marketing refreshing and always professional. They have the highest standards of work ethics, and I cannot recommend them highly enough”