Case Study: Royal Mail drives employee-led sales growth with Home’s Watch&Win campaign

Royal Mail - Customer Case Study

Royal Mail worked with Home to gain an edge as competition increased in their market. Using Home’s employee engagement and internal communications expertise, the goal was to create a simple way to reward frontline staff for spotting SME and business sales leads and turning the company’s 100,000-plus staff into ambassadors for lead generation.

Home created the Watch&Win campaign, including branding, launch materials, manager toolkits, intranet ads, posters, email updates and feedback tools to support the lead-generation scheme. The programme rewarded employees with points and experiences for leads that generated over £500 in new revenue; it delivered over 14,000 leads at launch, a 230% increase on the previous year, a 100:1 ROI, and by 2012 had generated more than £445 million in new revenue for Royal Mail.

Royal Mail