{"id":3314,"date":"2025-04-14T11:45:46","date_gmt":"2025-04-14T01:45:46","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-au\/?post_type=case-study&p=3314"},"modified":"2025-04-14T11:46:11","modified_gmt":"2025-04-14T01:46:11","slug":"driving-new-account-growth-with-goal-oriented-motivation","status":"publish","type":"case-study","link":"https:\/\/www.biworldwide.com\/en-au\/our-work\/case-study\/driving-new-account-growth-with-goal-oriented-motivation\/","title":{"rendered":"Driving New Account Growth with Goal-Oriented Motivation\u00a0"},"content":{"rendered":"
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\n\t\t\t\tDriving New Account Growth with Goal-Oriented Motivation\u00a0<\/strong>\t\t\t<\/h1>\n\t\t\t\t\t\t\t\t\t\t
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By combining personal accountability with strategic goal-setting, this high-impact incentive program empowered sales reps to surpass targets and fuel new account growth \u2014 proving that when motivation is tailored, performance follows.<\/p>\n\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n

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Impact<\/h2>\n\n\n\n

For a Fortune 100 leader in farming and construction equipment, acquiring new accounts has always been a critical \u2014 yet challenging \u2014 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.<\/strong>\u00a0<\/p>\n<\/div>\n\n\n\n

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Industry<\/h2>\n\n\n\n

Agriculture<\/p>\n<\/div>\n\n\n\n

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Problem space<\/h2>\n\n\n\n

Sales Team Motivation<\/p>\n<\/div>\n\n\n\n

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Services<\/h2>\n\n\n\n

Contests and Incentives<\/p>\n\n\n\n

Rewards<\/p>\n<\/div>\n\n\n\n

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Technology<\/h2>\n\n\n\n

GoalQuest<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/linearGradient><\/defs><\/svg><\/span><\/div>\n\n\n

Objectives<\/h3>\n\n\n\n

The company aimed to increase the number of new accounts<\/strong> beyond the previous year\u2019s targets \u2014 a goal that required motivating its full-time sales team to reach beyond their historical performance.\u00a0<\/p>\n\n\n\n

The Solution: A GoalQuest\u00ae Performance Program<\/h3>\n\n\n\n

BI WORLDWIDE deployed a 60-day GoalQuest\u00ae program<\/strong> tailored to individual performance levels. Each sales rep was presented with three personalised goal tiers based on their previous year\u2019s sales and new account acquisitions. <\/p>\n\n\n\n