The fast track to driving sales
A luxury automotive manufacturer spent millions annually on cash incentives to drive Certified Pre‑Owned (CPO) vehicle sales. Despite the investment, the company lacked visibility into engagement, behavior change, and ROI, and sales performance showed minimal improvement.
RESULTS
The program delivered strong participation and sales lift across all performance levels. 91% of salespeople selected a goal, monthly participation increased, and overall sales rose 4.1%
Industry
Automotive
Problem space
Sales team motivation
Technology
GoalQuest
Challenge
A luxury automotive manufacturer spent millions annually on cash incentives to drive Certified Pre‑Owned (CPO) vehicle sales. Despite the investment, the company lacked visibility into engagement, behavior change, and ROI, and sales performance showed minimal improvement.
Solution
We analyzed historical sales data and replaced the cash program with a 60‑day GoalQuest® incentive. Salespeople self‑selected personalized stretch goals based on prior performance and earned points for experiences and premium merchandise when they achieved them. A risk‑reward structure encouraged reps to push beyond their comfort zones while directly tying incentives to measurable results.
Results
The program delivered strong participation and sales lift across all performance levels. Ninety‑one percent of salespeople selected a goal, monthly CPO participation increased to 61% versus 51% the prior year, and overall sales rose 4.1%. Participants generated a 12.2% lift over baseline, while incentive cost per vehicle dropped 40%, enabling higher sales at a lower cost per unit.
