Let's Connect

* indicates required fields

By entering your name and email you agree to the processing of your personal data as described within the Privacy Notice.
Home Case Studies Accelerating success by overcoming sales challenges
overcoming sales challenges

Accelerating success by overcoming sales challenges

A medical technology company faced many challenges ranging from lagging sales revenue and frustrated sales reps due to supply chain shortages. Using our proprietary GoalQuest® rules structure, the company incentivized their sales reps to increase performance prior to a new product launch.

Let’s Talk

Results

The data revealed a positive impact on commitment, achievement, and results.

Industry

Life sciences and healthcare

Problem space

Sales team motivation

Services

Contests and incentives

Communications

Technology

GoalQuest®

Rev up to drive sales

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))

Thought Leadership

Learn from the best. BIW thought leaders bring you a deeper look at the business of inspiration.

  • Three yellow paper airplanes fly to the right on a blue and gray background, each leaving a dotted yellow trail behind them.

    Article

    How to overcome obstacles to sales contest design

    Sales organizations of all shapes and sizes run sales contests, incentives, or SPIFFs, also known as a Sales Performance Incentive Fund (sometimes written as SPIF or SPIV), on a regular basis. They may seem like a simple way to motivate your team to sell more of a new, underperforming, or lagging product, but designing one […]

  • Hands typing on a laptop keyboard with digital icons, such as checkmarks and user profiles, floating above the screen, symbolizing technology, cybersecurity, or digital communication.

    Article

    How to integrate social proof into a customer loyalty program

    This user-generated content, or social proof, carries significant weight in our decision-making process. In behavioural economics, social proof is the idea that people look to and are highly influenced by the actions or opinions of others. Simply put, consumers use this content to validate decisions. Social proof and customer loyalty programs Overall, social proof represents […]

Share this resource

Related research

View all thought leadership
Three yellow paper airplanes fly to the right on a blue and gray background, each leaving a dotted yellow trail behind them.

Article

How to overcome obstacles to sales contest design

Sales organizations of all shapes and sizes run sales contests, incentives, or SPIFFs, also known as a Sales Performance Incentive Fund (sometimes written as SPIF or SPIV), on a regular basis. They may seem like a simple way to motivate your team to sell more of a new, underperforming, or lagging product, but designing one […]

Two women wearing aprons stand behind a counter in a cozy cafe, smiling and talking as they discuss channel partner relationships. One holds a tablet, with jars of baked goods and warm lighting visible in the background.

Article

How to measure channel partner relationships

When it comes to the relationship between a brand and its channel partners, the ultimate goal is often loyalty. Channel engagement programs are designed with this objective in mind. After all, when we achieve brand advocacy and loyalty, we see increased sales, enhanced customer experience, and many other benefits. But how do you measure success? Are all […]

A cup of coffee with latte art sits on a wooden surface next to a black card with the word Thanks! written in white script.

Article

Why employees need both recognition and appreciation

Although it’s fair to say that recognition and appreciation are generally considered interchangeable when talking about motivating employees, not only are they not, but the lack of understanding around the distinction between the two could be reducing the impact of your employee engagement program. The importance of employee recognition and employee appreciation Motivation People love […]