Warehouse Windfall drives big gains
A retail HVAC sales organization faced major year‑end stretch goals tied to a high‑value “Warehouse Windfall” shopping spree. Leadership needed to motivate reps to commit to aggressive goals and achieve meaningful lift.
RESULTS
The major‑award structure drove 65% of participants to choose the highest goal, that tier achieved 37%, total sales rose $22M in three months, and the initiative delivered an 8:1 ROI.
Industry
Manufacturing
Problem space
Sales team motivation
Services
Contests and incentives
Rewards
Technology
GoalQuest
SalesMaker
Warehouse Windfall
Challenge
A retail HVAC sales organization faced major year‑end stretch goals tied to a high‑value “Warehouse Windfall” shopping spree. Leadership needed to motivate reps to commit to aggressive goals and achieve meaningful lift.
Solution
We integrated GoalQuest + SalesMaker, enabling reps to self‑select stretch levels. The once‑in‑a‑lifetime Warehouse Windfall award created strong emotional pull, driving significant participation at the top tier.
Results
The major‑award structure drove 65% of participants to choose the highest goal, that tier achieved 37%, total sales rose $22M in three months, and the initiative delivered an 8:1 ROI.
