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.
Our work speaks for itself
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Is your annual SKO your launchpad…or a liability?
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Why cash incentives underperform
Cash—and cash equivalents like gift cards—are often treated as the obvious choice because they’re flexible, familiar, and easy to defend. But the job of an incentive reward is to change behaviour, increase effort, and lift results, not win a preference poll.Learn More -
Business outcomes: Recognition that delivers results
When organizations recognize both performance and results, they don’t just build stronger teams. They build stronger businesses.Learn More
The best way to get started is to get in touch!
Speak to a member of our expert team to learn how our solutions can motivate your sales teams.
