EE – Cross-Sell Team

Engaging People, For Engaging Brands

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

The
Brief

As a telecommunications provider, EE has a focus on providing 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 engaging with key stakeholders to drive sales performance.

The
Solution

Through building trusted relationships infinite gained exposure to essential sales figures, which enables the team to analyse data, and, using quintile management, they are able to identify key areas of opportunities for substantial growth.

Working with key managerial influencers across the EE estate, the cross-sell team assess the current sales approach, and create SMART action plans for which they are accountable for, with the common goal to drive sales performance.

The
Result

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.

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