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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