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Automotive: Sales Incentive Program

Discover how BI WORLDWIDE Canada helped a leading North American-based automotive manufacturer to increase new truck sales.

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%.
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