Engagement unlocks millions in dealer sales lift
A manufacturer shifted from Visa gift cards to non‑cash and travel awards. Dealers needed personalized stretch goals and a reason to engage early to avoid unproductive spend.
RESULTS
49% of dealers engaged; engaged dealers grew $1.7M (+6%) while non‑engaged declined 13%; 46 dealers earned travel awards, and the program produced a 5.1:1 ROI.
Industry
Manufacturing
Problem space
Sales team motivation
Services
Contests and incentives
Rewards
Individual travel
Technology
SalesMaker
Challenge
A manufacturer shifted from Visa gift cards to non‑cash and travel awards. Dealers needed personalized stretch goals and a reason to engage early to avoid unproductive spend.
Solution
A tiered performance program set personal growth goals based on prior‑year performance. Dealers were required to engage mid‑year to be eligible, ensuring their commitment before earning.
Results
49% of dealers engaged; engaged dealers grew $1.7M (+6%) while non‑engaged declined 13%; 46 dealers earned travel awards, and the program produced a 5.1:1 ROI.
