LAS VEGAS-After 16 years of operating a unique customized software sales solution that focused on quality of sales opposed to quantity, One Nevada Credit Union was stuck in a pickle as the application became outdated.

"Our existing software was written in an old language and wasn't being supported because that company was no longer in business," said Haigohe Miller, vice president at One Nevada. "We had been looking for vendors for five or six years, but honestly we were not able to find any vendor that could support our culture, our philosophy and our criteria."

One Nevada sales strategy is unlike any other in the financial industry, claims Miller. Staff is paid incentives based on the ongoing performance of a sale, which is honed to a near exact science via its software that accesses individual sales activity across all departments.

"About a year and half to two years ago we connected with the KIVA Group. This is a very complex and involved program with a lot of calculations and criteria," said Miller adding that there was a thorough RFP process before settling on the solution.

Since the credit union had a software model in place, albeit outmoded, Cindy Vela, AVP for One Nevada, said the process was made easier due to the outline and guidance the credit union provided. "They were able to do exactly what we needed," she said.

Specifically, One Nevada selected the company's Respect Performance and Incentive solution, which is not an "out of the box" platform as it has configurable features to meet a credit union's specific business requirements, according to KIVA's Founder Michael Baker.

"One Nevada Credit Union has a unique, niche offering for its member needs and we were able to meet their expectations," Baker said. "This was a customized solution, as it is for all financial institutions."

While it started out as a daunting task-updating software that was written during President Clinton's second term-the operation was unexpectedly streamlined. Once we really began working with KIVA, it was about one year before we rolled it out," said Miller.


Tracking Quality Sales in 2012

The product was officially released on Sept. 1, 2012, three months ahead of schedule. With 120 employees and 18 branches, One Nevada decided on an internal soft rollout in June to ensure all the kinks were worked out. "Our employees loved it and we thought why delay it-why not start using it now," said Miller.

The software tracks sales for all accounts. Employees can view their "activity" screen as well as "my earnings" screen.

"The feedback is great because we are provided with detailed information and employees can see account activities and earning," said Miller. "This live system is updated every night so every morning an employee doesn't have to calculate their earning percentage or what they have to do to hit their sales goal because KIVA has done it for them."

Subscribe Now

Authoritative analysis and perspective for every segment of the credit union industry

14-Day Free Trial

No credit card required. Complete access to articles, breaking news and industry data.