A medical technology company faced many challenges stemming from product supply chain shortages. They were launching an important product in the coming year, so they asked us to help find a way to get the sales reps to pay attention to this new release and make it top of mind.

They wanted to challenge their independent sales reps to increase their performance above historical baselines across all rep categories with specific attention on moving the middle performers.

Turn on the jets

We designed and implemented a three-month incentive structure using our proprietary GoalQuest^® rules structure. The audience was segmented into five groups based on prior sales performance, creating relevant personal goals that were both ambitious and attainable. Each sales rep was then provided with three different levels of growth goals to choose from. If the rep achieved the goal they selected, they earned. If they did not, they were not rewarded.

Each goal level provided more incremental lift as well as a higher level of rewards. Participants needed to weigh their risk versus reward and how high they wanted to try to push their achievement and overall growth.

Mission accomplished

• 76% of reps selected goals above the baseline
• 44% of reps committed to the top growth goal
• 72% of reps achieve their goal
• 22% incremental lift in revenue (7.2:1 return on investment (ROI))