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Home Case Studies Driving New Account Growth with Goal-Oriented Motivation 
Golden wheat stalks sway against a dark, stormy sky. The contrast between the illuminated wheat and the ominous clouds creates a dramatic, atmospheric scene.

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.

Impact

For a Fortune 100 leader in farming and construction equipment, acquiring new accounts has always been a critical — yet challenging — component of continued growth and financial success. To help accelerate this objective, BI WORLDWIDE implemented a proven strategy to empower the sales force and drive measurable results. 

Industry

Agriculture

Problem space

Sales Team Motivation

Services

Contests and Incentives

Rewards

Technology

GoalQuest

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. 

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