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THINK BIG and small and everywhere in between

Jul 27, 2015

Written by: Dave Smith
(View Author Bio)

Increase sales from all segments of your sales channel.

GoalQuest engage everyone performance curve BI WORLDWIDE Latin America.

Overview

At BI WORLDWIDE, we use the principles of behavioral economics to create the best engagement strategies on the planet. We work with expert academics who advise us on the latest research on human behavior, engagement and decision-making. We use non-cash rewards and recognition to engage and motivate employees and sales teams. Check out our case study library to see how our customized and results-driven solutions have helped clients all over the world.

Did you know it’s possible to create a significant lift in sales from ALL segments of your sales channel — big sellers, average sellers, low sellers and even your inactive sellers? It all comes together when you use an engaging incentive program design that’s right for you and offers appropriate non-cash award value levels.

If you’re looking for that much-needed sales lift, read on to learn how BI WORLDWIDE’s GoalQuest® incentive structure gave one of our clients a necessary (and unbeatable) sales boost.

The Scenario

A major manufacturer of on- and off-road utility and sports vehicles had acquired a manufacturer of electric utility vehicles. Two years after the acquisition, the existing dealer channel sales were disappointingly sluggish.

At that point, only half of the 200+ dealers had sold any units in the past six months. Worst still, many of the dealers hadn’t sold any units within the past full year — and were altogether ignoring the electric vehicles in favor of their gas-powered counterparts. Our client asked us if there was an effective way to boost their sales across the board.

The Specific Need

It quickly became clear that our client needed to increase volume amongst the dealers who were actively selling electric units and reignite sales among its dormant dealers. It was especially important to communicate with — and actively engage — their inactive dealers.

 

The Solution

BIW designed a short-term GoalQuest incentive program tailored to meet and exceed the company’s specific sales needs. The program:

• Asked participating dealers to select a dealership growth goal from three pre-structured choices to be eligible for the 90-day incentive program

• Assigned a volume baseline to each dealer, which was their actual average quarterly unit volume from the previous year

• Required that all dealers, even high-volume ones, grow their sales units over baseline to earn any award

• Was structured so that available award values escalated rapidly as goals increased in difficulty

• Allowed dormant dealers to earn an award if they could sell even one, two or three units during the program period

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Dave Smith

GoalQuest Product Director
Employee

Dave has over 40 years of experience in sales, marketing, product management and incentive program design. Over the past 12 years, Dave has designed and implemented over 650 GoalQuest incentive programs with Fortune 500 companies. Dave has also written whitepapers and booklets on topics surrounding growing salesforce results through high-performance incentive program design.