Transitioning rep rewards
Dealer sales reps needed to increase RV sales over the prior year. Incentives included points for goal attainment, first sale bonuses and model‑specific bonuses. The customer also paid cash spiffs during a transition from cash to points.
RESULTS
57% exceeded baseline and 42% hit stretch goals; overall performance rose 24%, adding nearly 1,700 incremental connects in four weeks for a 3.1:1 ROI.
Industry
Automotive
Problem space
Sales team motivation
Services
Contests and incentives
Rewards
Technology
GoalQuest
Challenge
Dealer sales reps needed to increase RV sales over the prior year. Incentives included points for goal attainment, first sale bonuses and model‑specific bonuses. The customer also paid cash spiffs during a transition from cash to points.
Solution
We deployed a GoalQuest structure encouraging reps to select stretch goals and earn layered bonuses tied to specific activity and product mix.
Results
57% exceeded baseline and 42% hit stretch goals; overall performance rose 24%, adding nearly 1,700 incremental connects in four weeks for a 3.1:1 ROI.
