{"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&#038;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":"<div class=\" has-content-align-left has-overlay has-overlay--light alignwide wp-block-biw-block-theme-hero\">\n\t<div class=\"biw-hero__grid\">\n\t\t\t\t\t<div class=\"biw-hero__breadcrumbs\">\n\t\t\t\t<div id=\"breadcrumbs\" class=\"breadcrumb-nav__wrapper\"><span class=\"breadcrumb-nav\"><span><a href=\"https:\/\/www.biworldwide.com\/en-au\/\">Home<\/a><\/span><\/span><\/div>\t\t\t<\/div>\n\t\t\n\t\t\t\t\t<div class=\"biw-hero__media has-dynamic-border-radius\">\n\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__overlay overlay-light\"><\/div>\n\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1728\" height=\"600\" src=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/Agriculture-1728x600px.jpg\" class=\"biw-hero__bg-image\" alt=\"Golden wheat stalks sway against a dark, stormy sky. The contrast between the illuminated wheat and the ominous clouds creates a dramatic, atmospheric scene.\" style=\"object-position: 71% 41%;\" srcset=\"https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/Agriculture-1728x600px.jpg 1728w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/Agriculture-1728x600px-300x104.jpg 300w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/Agriculture-1728x600px-1024x356.jpg 1024w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/Agriculture-1728x600px-768x267.jpg 768w, https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/Agriculture-1728x600px-1536x533.jpg 1536w\" sizes=\"auto, (max-width: 1728px) 100vw, 1728px\" \/>\t\t\t<\/div>\n\t\t\t\t<div class=\"biw-hero__content\">\n\t\t\t\t\t\t<h1 class=\"biw-hero__title\" style=\"line-height: 1.2\">\n\t\t\t\t<strong>Driving New Account Growth with Goal-Oriented Motivation\u00a0<\/strong>\t\t\t<\/h1>\n\t\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__text\">\n\t\t\t\t\t\n\n<p>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<div class=\"wp-block-group alignfull  has-background-angle-to-left bg-angle-action  layout-columns-10 has-global-padding is-layout-constrained wp-container-core-group-is-layout-0b5f5b40 wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-7ee84d44 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-container-core-column-is-layout-119bc444 wp-block-column-is-layout-flow\">\n<h2 class=\"wp-block-heading is-style-overline-bold-text is-style-overline-bold-text--1\">Impact<\/h2>\n\n\n\n<p class=\"is-style-intro-large-text is-style-intro-large-text--2\">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, <strong>BI WORLDWIDE implemented a proven strategy to empower the sales force and drive measurable results.<\/strong>\u00a0<\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-container-core-column-is-layout-0ab540ad wp-block-column-is-layout-flow\">\n<div class=\"wp-block-group is-layout-grid wp-container-core-group-is-layout-dad2828d wp-block-group-is-layout-grid\">\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-container-core-group-is-layout-e0082cf6 wp-block-group-is-layout-constrained\">\n<h2 class=\"wp-block-heading is-style-overline-bold-text is-style-overline-bold-text--3\">Industry<\/h2>\n\n\n\n<p>Agriculture<\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-container-core-group-is-layout-e0082cf6 wp-block-group-is-layout-constrained\">\n<h2 class=\"wp-block-heading is-style-overline-bold-text is-style-overline-bold-text--4\">Problem space<\/h2>\n\n\n\n<p>Sales Team Motivation<\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-container-core-group-is-layout-e0082cf6 wp-block-group-is-layout-constrained\">\n<h2 class=\"wp-block-heading is-style-overline-bold-text is-style-overline-bold-text--5\">Services<\/h2>\n\n\n\n<p>Contests and Incentives<\/p>\n\n\n\n<p style=\"padding-top:0px;padding-right:0px;padding-bottom:0px;padding-left:0px\">Rewards<\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-container-core-group-is-layout-e0082cf6 wp-block-group-is-layout-constrained\">\n<h2 class=\"wp-block-heading is-style-overline-bold-text is-style-overline-bold-text--6\">Technology<\/h2>\n\n\n\n<p>GoalQuest<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<span class='background-angle-wrapper'><svg fill='none' viewBox='0 0 1728 699' xmlns='http:\/\/www.w3.org\/2000\/svg'><path d='M1728 0H0V294.923L1728 698.43V0Z' fill='url(#6a29fafe29fd0)'\/><defs><linearGradient id='6a29fafe29fd0' x1='1738.8' x2='1701' y1='717.27' y2='15.023' gradientUnits='userSpaceOnUse'><stop stop-color='#6D28D9' stop-opacity='.3' offset='0'\/><stop stop-color='#6D28D9' stop-opacity='0' offset='1'\/><\/linearGradient><\/defs><\/svg><\/span><\/div>\n\n\n<h3 class=\"wp-block-heading  has-gradient-fill has-gradient-fill-orange\">Objectives<\/h3>\n\n\n\n<p>The company aimed to <strong>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<h3 class=\"wp-block-heading  has-gradient-fill has-gradient-fill-orange\">The Solution: A GoalQuest\u00ae Performance Program<\/h3>\n\n\n\n<p>BI WORLDWIDE deployed a <strong>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.&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Reps <strong>self-selected<\/strong> their goal level via the program portal, with reward values increasing accordingly.\u00a0<\/li>\n\n\n\n<li>The highest goal (Level 3) challenged reps to <strong>achieve 110% of their previous year\u2019s sales<\/strong> while adding <strong>six new accounts<\/strong>.\u00a0<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p>This strategic approach empowered participants to choose their own path to success while creating a sense of ownership and accountability.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading  has-gradient-fill has-gradient-fill-orange\">The Impact&nbsp;<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>67% of reps<\/strong> reached their self-selected goal and qualified for rewards.\u00a0<\/li>\n\n\n\n<li>The overall group performance reached <strong>144% above the baseline<\/strong>.\u00a0<\/li>\n<\/ul>\n\n\n\n<p><\/p>\n\n\n\n<p>Reps who hit their targets performed even more impressively \u2014 achieving <strong>207.8% over baseline<\/strong>.\u00a0<\/p>\n\n\n\n<div style=\"height:12px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading  has-gradient-fill has-gradient-fill-orange\">Conclusion<\/h3>\n\n\n\n<p>This targeted and personalised incentive approach not only inspired stronger individual performance but also delivered outstanding collective results \u2014 demonstrating the power of tailored motivation in driving sales and growth in a competitive market.\u00a0<\/p>\n\n\n\n<div class=\"wp-block-group alignfull  has-background-angle-to-left bg-angle-accent-purple has-global-padding is-layout-constrained wp-container-core-group-is-layout-5a30f31b wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group  has-wrap-on-small-screens has-wrap-on-tablet-screens is-content-justification-space-between is-nowrap is-layout-flex wp-container-core-group-is-layout-339b1da1 wp-block-group-is-layout-flex\" style=\"padding-right:var(--wp--preset--spacing--30);padding-left:var(--wp--preset--spacing--30)\">\n<h2 class=\"wp-block-heading\">Our work speaks for itself<\/h2>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button is-style-text-link\"><a class=\"wp-block-button__link wp-element-button\" href=\"\/our-work\/case-study\/\">View All Case Studies<\/a><\/div>\n<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-container-core-group-is-layout-d3543a3b wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-query is-layout-flow wp-block-query-is-layout-flow\"><ul data-animate=\"true\" data-animation-direction=\"up\" data-child-animation=\"stagger\" class=\"columns-3 my-class wp-block-post-template is-layout-grid wp-container-core-post-template-is-layout-25ce596f wp-block-post-template-is-layout-grid has-dynamic-row-fill has-responsive-items-per-row has-laptop-3-per-row has-tablet-2-per-row has-mobile-1-per-row\"><li class=\"wp-block-post post-5129 post type-post status-publish format-standard has-post-thumbnail hentry content-topic-gamification content-topic-meetings-events problem-space-meetings-events problem-space-sales-team-motivation\">\n\n<div class=\"has-dynamic-border-radius wp-block-biw-block-theme-case-study\">\n\t<div class=\"cs-card__grid\">\n\t\t<div class=\"cs-card__media\">\n\t\t\t\t\t\t\t\t\t\t<figure class=\"cs-card__featured-image\"><img loading=\"lazy\" decoding=\"async\"  style=\"object-position: 50% 50%;\" width=\"1728\" height=\"600\" src=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-SKO-Launchpad-0326-1728-600.jpg\" class=\"cs-card__featured-image-img has-focal-point wp-post-image\" alt=\"A blurred audience faces a speaker at the front of a room, with colorful lights and a presentation screen in the background, suggesting a conference or seminar setting.\" srcset=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-SKO-Launchpad-0326-1728-600.jpg 1728w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-SKO-Launchpad-0326-1728-600-300x104.jpg 300w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-SKO-Launchpad-0326-1728-600-1024x356.jpg 1024w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-SKO-Launchpad-0326-1728-600-768x267.jpg 768w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-SKO-Launchpad-0326-1728-600-1536x533.jpg 1536w\" sizes=\"auto, (max-width: 1728px) 100vw, 1728px\" \/><\/figure>\n\t\t\t\t\t<\/div>\n\t\t<div class=\"cs-card__content\">\n\t\t\t\t\t\t\t<h3 class=\"cs-card__title\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/is-your-annual-sko-your-launchpador-a-liability\/\">Is your annual SKO your launchpad\u2026or a liability?<\/a>\n\t\t\t\t\t\t\t\t\t<\/h3>\n\t\t\t\t\t\t\t\t\t\t<div class=\"cs-card__excerpt\">Every year, thousands of companies spend millions of dollars bringing their sales teams together for the annual sales kick off (SKO). And they do it for one simple reason: your competition is trying to take your business every single day.<\/div>\n\t\t\t\t\t\t\t\t\t\t<a class=\"cs-card__cta\" href=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/is-your-annual-sko-your-launchpador-a-liability\/\">Learn More<\/a>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n<\/li><li class=\"wp-block-post post-5126 post type-post status-publish format-standard has-post-thumbnail hentry content-topic-behavioural-economics content-topic-behavioural-science content-topic-cash-vs-non-cash content-topic-channel-engagement content-topic-channel-loyalty content-topic-sales-incentives problem-space-sales-team-motivation\">\n\n<div class=\"has-dynamic-border-radius wp-block-biw-block-theme-case-study\">\n\t<div class=\"cs-card__grid\">\n\t\t<div class=\"cs-card__media\">\n\t\t\t\t\t\t\t\t\t\t<figure class=\"cs-card__featured-image\"><img loading=\"lazy\" decoding=\"async\"  style=\"object-position: 50% 50%;\" width=\"1728\" height=\"600\" src=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-Cash-Underperforms-BD-NH-326-1728-600.jpg\" class=\"cs-card__featured-image-img has-focal-point wp-post-image\" alt=\"A person in a suit offers a stack of U.S. $100 bills, while another person in a suit raises their hand, palm out, signaling refusal against a dark background.\" srcset=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-Cash-Underperforms-BD-NH-326-1728-600.jpg 1728w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-Cash-Underperforms-BD-NH-326-1728-600-300x104.jpg 300w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-Cash-Underperforms-BD-NH-326-1728-600-1024x356.jpg 1024w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-Cash-Underperforms-BD-NH-326-1728-600-768x267.jpg 768w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-Cash-Underperforms-BD-NH-326-1728-600-1536x533.jpg 1536w\" sizes=\"auto, (max-width: 1728px) 100vw, 1728px\" \/><\/figure>\n\t\t\t\t\t<\/div>\n\t\t<div class=\"cs-card__content\">\n\t\t\t\t\t\t\t<h3 class=\"cs-card__title\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/why-cash-incentives-underperform\/\">Why cash incentives underperform<\/a>\n\t\t\t\t\t\t\t\t\t<\/h3>\n\t\t\t\t\t\t\t\t\t\t<div class=\"cs-card__excerpt\">Cash\u2014and cash equivalents like gift cards\u2014are often treated as the obvious choice because they\u2019re 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.<\/div>\n\t\t\t\t\t\t\t\t\t\t<a class=\"cs-card__cta\" href=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/why-cash-incentives-underperform\/\">Learn More<\/a>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n<\/li><li class=\"wp-block-post post-5123 post type-post status-publish format-standard has-post-thumbnail hentry content-topic-employee-recognition content-topic-recognition problem-space-employee-engagement\">\n\n<div class=\"has-dynamic-border-radius wp-block-biw-block-theme-case-study\">\n\t<div class=\"cs-card__grid\">\n\t\t<div class=\"cs-card__media\">\n\t\t\t\t\t\t\t\t\t\t<figure class=\"cs-card__featured-image\"><img loading=\"lazy\" decoding=\"async\"  style=\"object-position: 50% 50%;\" width=\"1728\" height=\"600\" src=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-NROE-research-booklet-1-25-26-1728-600-1.jpg\" class=\"cs-card__featured-image-img has-focal-point wp-post-image\" alt=\"A pair of hands gently holding several small, blue human-shaped figures, representing people, against a blurred purple and blue background. An orange triangle with a white checkmark is in the lower right corner.\" srcset=\"https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-NROE-research-booklet-1-25-26-1728-600-1.jpg 1728w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-NROE-research-booklet-1-25-26-1728-600-1-300x104.jpg 300w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-NROE-research-booklet-1-25-26-1728-600-1-1024x356.jpg 1024w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-NROE-research-booklet-1-25-26-1728-600-1-768x267.jpg 768w, https:\/\/www.biworldwide.com\/en-au\/wp-content\/uploads\/sites\/6\/2026\/05\/Web-hero-image-NROE-research-booklet-1-25-26-1728-600-1-1536x533.jpg 1536w\" sizes=\"auto, (max-width: 1728px) 100vw, 1728px\" \/><\/figure>\n\t\t\t\t\t<\/div>\n\t\t<div class=\"cs-card__content\">\n\t\t\t\t\t\t\t<h3 class=\"cs-card__title\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/business-outcomes-recognition-that-delivers-results\/\">Business outcomes: Recognition that delivers results<\/a>\n\t\t\t\t\t\t\t\t\t<\/h3>\n\t\t\t\t\t\t\t\t\t\t<div class=\"cs-card__excerpt\">When organizations recognize both performance and results, they don\u2019t just build stronger teams. They build stronger businesses.\n<\/div>\n\t\t\t\t\t\t\t\t\t\t<a class=\"cs-card__cta\" href=\"https:\/\/www.biworldwide.com\/en-au\/our-work\/blog\/business-outcomes-recognition-that-delivers-results\/\">Learn More<\/a>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n<\/li><\/ul>\n\n<\/div>\n\n\n<div class=\"wp-block-biw-block-theme-reset-query\" style=\"display: none;\">Query reset complete<\/div><\/div>\n<span class='background-angle-wrapper'><svg fill='none' viewBox='0 0 1728 699' xmlns='http:\/\/www.w3.org\/2000\/svg'><path d='M1728 0H0V294.923L1728 698.43V0Z' fill='url(#6a29fafe2ecca)'\/><defs><linearGradient id='6a29fafe2ecca' x1='1738.8' x2='1701' y1='717.27' y2='15.023' gradientUnits='userSpaceOnUse'><stop stop-color='#9747FF' stop-opacity='.3' offset='0'\/><stop stop-color='#9747FF' stop-opacity='0' offset='1'\/><\/linearGradient><\/defs><\/svg><\/span><\/div>\n\n\n<div class=\"wp-block-group  layout-columns-10 has-global-padding is-layout-constrained wp-container-core-group-is-layout-0b5f5b40 wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group has-base-two-background-color has-background  has-dynamic-border-radius  layout-columns-4 has-global-padding is-content-justification-left is-layout-constrained wp-container-core-group-is-layout-645d8aa7 wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--60);padding-right:var(--wp--preset--spacing--60);padding-bottom:var(--wp--preset--spacing--60);padding-left:var(--wp--preset--spacing--60);background-image:url(&#039;https:\/\/www.biworldwide.com\/wp-content\/uploads\/2025\/02\/BIW_Site_Hero_SalesMaker-scaled.jpg&#039;);background-size:cover;\">\n<h2 class=\"wp-block-heading\">The best way to get started is to get in touch!<\/h2>\n\n\n\n<p><strong>Speak to a member of our expert team to learn how our solutions can motivate your sales teams.<\/strong><\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a aria-expanded=\"false\" aria-haspopup=\"dialog\" href=\"#\" modal-id=\"header-lead-gen\" role=\"button\" tabindex=\"0\" class=\"wp-block-button__link wp-element-button modal-trigger core-button-trigger\">Let&#8217;s Talk<\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>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","protected":false},"featured_media":1103,"template":"","meta":{"case_study_logo":0,"unique_title":"","unique_cta":"","featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[104,26],"problem-space":[14],"class_list":["post-3314","case-study","type-case-study","status-publish","has-post-thumbnail","hentry","content-topic-goalquest","content-topic-sales-incentives","problem-space-sales-team-motivation"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.2 - 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