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Driving New Account Growth with Goal-Oriented Motivation 

By combining personal accountability with strategic goal-setting, this high-impact incentive program empowered sales reps to surpass targets and fuel new account growth — proving that when motivation is tailored, performance follows.

Objectives

The company aimed to increase the number of new accounts beyond the previous year’s targets — a goal that required motivating its full-time sales team to reach beyond their historical performance. 

The Solution: A GoalQuest® Performance Program

BI WORLDWIDE deployed a 60-day GoalQuest® program tailored to individual performance levels. Each sales rep was presented with three personalised goal tiers based on their previous year’s sales and new account acquisitions. 

• Reps self-selected their goal level via the program portal, with reward values increasing accordingly. 
• The highest goal (Level 3) challenged reps to achieve 110% of their previous year’s sales while adding six new accounts. 

This strategic approach empowered participants to choose their own path to success while creating a sense of ownership and accountability. 

The Impact 

• 67% of reps reached their self-selected goal and qualified for rewards. 
• The overall group performance reached 144% above the baseline. 

Reps who hit their targets performed even more impressively — achieving 207.8% over baseline. 

Conclusion

This targeted and personalised incentive approach not only inspired stronger individual performance but also delivered outstanding collective results — demonstrating the power of tailored motivation in driving sales and growth in a competitive market.