Accelerating Accessory Sales with GoalQuest®
How do you increase accessory sales without creating complexity for your sales team? For one leading manufacturer, the answer was simple: let store managers choose their own goals. The result? Higher engagement, better performance, and a 17% boost in accessory sales.
Overview
In a high-stakes first quarter, a major paint retailer across Australia and New Zealand needed an immediate uplift in accessory sales to meet aggressive budget targets. With just one week’s notice, BI WORLDWIDE Australia was engaged to deliver a fast, effective solution.
Industry
Retail
Problem space
Sales Team Motivation
Services
Communications
Sales Incentives
Rewards
Technology
GoalQuest®
The Challenge
Accessory sales were being overlooked by sales consultants, despite representing a high-margin opportunity. The client needed to motivate performance without disrupting daily operations or introducing complex management overhead. With years of historical sales data available, the challenge became: how to activate that data to engage staff, set achievable stretch goals, and deliver measurable business results?
The Solution
BI WORLDWIDE deployed a 30-day GoalQuest® AI incentive that combines the science of behavioural economics and the benefits of a proven, reliable rules structure with artificial intelligence to create a truly personalized and rewarding incentive experience.
Using performance segmentation, each store was placed into a relevant tier and invited to self-select a stretch goal based on historical averages. Only those who hit their self-selected goal would be rewarded. Successful stores earned points that they could exchange for over 10,000 merchandise items from leading brands or for unique experiences around the world.
This “no reward without achievement” model created clear stakes, while the aspirational nature of the rewards inspired commitment. Notably, 100% of stores selected a goal and 61% aimed for the top tier, a clear sign of confidence and buy-in.
The Results
100%
of stores selected a goal
61%
of stores selected the highest goal tier
17%
increase in accessory sales
$295,000
in incremental revenue
1:6.8
ROI
The simplicity of GoalQuest® for the team was a game changer. It energised our network and delivered results faster than expected.
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Speak to a member of our expert team to learn how our solutions can motivate your sales teams.
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