High goal selectors, high performance
Commercial truck dealership reps were challenged to grow warranty sales over prior‑year performance.
RESULTS
Participating reps achieved 104% attainment versus 54% for non‑participants; highest goal selectors hit 119%, and Level 1/Level 2 outperformed non‑participants by 24%/34%.
Industry
Automotive
Problem space
Sales team motivation
Services
Contests and incentives
Rewards
Technology
GoalQuest
Challenge
Commercial truck dealership reps were challenged to grow warranty sales over prior‑year performance.
Solution
We implemented GoalQuest with tiered goal levels tied to attainment and points, motivating reps to stretch performance.
Results
Participating reps achieved 104% attainment versus 54% for non‑participants; highest goal selectors hit 119%, and Level 1/Level 2 outperformed non‑participants by 24%/34%.
