Because this OEM is growing its sales quickly, many of the sales consultants are new employees to the dealerships. Much of their time is spent gaining knowledge of the model features and benefits, plus dealership operations.
BI WORLDWIDE China designed and implemented a turnkey quarterly incentive program. This included a web site, on-line claiming process and game featuring a variable-ratio reward, and ongoing communications and reward sourcing / fulfillment. The campaign was themed “Beyond the Peak” to focus the sales consultants on climbing the sales summit and making it to the mountaintop and beyond, reinforcing the idea of “no limits” to individual sales performance.