Increasing the Return on Investment
Apr 13, 2015
Motivating the sales force to surpass their targets and sell much more.
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Overview
With a well-thought-out GoalQuest program, BI WORLDWIDE helped this company to boost sales and realize a ROI of 118:1.
Situation
As specialists in the management and delivery of information, this data storage company found success by providing fast, reliable and cost-effective solutions to their customers. When it was time to grow enterprise equipment sales — they networked with BI WORLDWIDE.
Challenge
Increase sales of enterprise equipment.
Solution
BI WORLDWIDE analyzed past sales and productivity data to design a customized solution for the company. Five separate GoalQuest® programs were created, challenging participants to set and achieve their own goals to earn AwardperQs®—points redeemable for everything from merchandise and vacations to event tickets and more. Bonus promotions engaged participants even further to achieve their goals and earn more AwardperQs.
Results
A quarter usually as slow as USB 1.0 — around $46 million in incremental revenue —picked up to gigabyte ethernet speeds as sales raced to more than $170 million. What’s more amazing is that the five programs generated a return on investment of 118:1.
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