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