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
Building customer loyalty in a click-and-swipe-world
The customer loyalty landscape has undergone significant transformations due to the speed of technological advancements, data availability, and customer expectations. Is your loyalty program keeping pace? From fragmented to holistic Today, your customers have multiple ways to connect with your brand, including email, virtual meetings, texts, web- and app–based transactions, and social media platforms. This […]
-
Article
How to drive sustainability through your recognition program
Why are employers looking to drive sustainability? There’s a common belief that sustainability has simply become a buzzword in the last few years. In fact, this term has been out there for at least three decades, but the focus got lost, and actions were delayed. Sadly, as we realize the good health of our planet […]
-
Article
How much should you spend on employee recognition?
When implemented correctly, these programs create a recognition-rich culture which can improve a company’s ability to attract and retain talent. However, the key to achieving these benefits is ensuring that employees are actively participating and engaging in the program. An engaged employee is more likely to feel appreciated, perform at a higher level and stay […]
