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A row of parked trucks in various colors, including white, silver, and blue, are aligned side-by-side on a paved lot, showcasing the latest models in new truck sales. The focus is on the front half of the vehicles, highlighting their wheels and chrome bumpers.

Driving new truck sales to new heights

A leading automotive manufacturer sought to boost new truck sales. BI WORLDWIDE Canada (BIW) designed and implemented a 90-day GoalQuest® sales incentive program for 150 Fleet Sales Managers to achieve this objective.

RESULTS

Self-selected goals led to a 30.4% sales increase, while those without goals saw a 13.8% decline. 51.6% of participants performed above baseline, achieving a $609,000 sales lift and a program return on investment (ROI) of 1,013%.

Industry

Automotive

Problem space

Sales team motivation

Channel engagement

Services

Contests and incentives

Communications

Technology

GoalQuest®

Overview

BI WORLDWIDE Canada recognized the need for a sales incentive program to increase new truck sales. By implementing a GoalQuest® incentive structure, sales increased 30.4% over the previous year’s baseline.

Situation

A leading manufacturer of automotive vehicles wanted to increase their new truck sales.

Challenge

Increase sales year-over-year during a slow sales period.

Solution

BI WORLDWIDE Canada designed and operated a 90-day GoalQuest® incentive structure involving 150 fleet sales managers.

Results

  • Goal selection: Self-selected goals drove performance. Those who selected goals increased their sales +30.4% over baseline. Those who did not select a goal had sales go down -13.8% of baseline during the program.
  • Achievement: 51.6% of the audience performed over baseline.
  • Segment performance: The greatest improvement came from the historically middle and lower baseline participants with 113% sales lift. Additionally, previously unengaged sales managers (0 sales history) drove sales through the incentive period and beyond.
  • Return on investment: Sales lift was $609,000 with a program ROI of 1,013%.

See what GoalQuest® can do for you

Download the full case study for more details.

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