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.
Thought Leadership
Learn from the best. BIW thought leaders bring you a deeper look at the business of inspiration.
-
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 […]
-
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 […]
-
Article
How channel maturity shapes incentive and loyalty program design
An indirect channel or ecosystem of partners presents both opportunities and challenges for businesses looking to drive measurable results and go beyond a transactional relationship. The opportunities The opportunity for vendors with indirect channels of distribution today is to go beyond the transaction and identify and recognize the behaviours and points of influence that an […]
