Fueling new business through personalized goals
Global reps needed to increase new business sales revenue based on average performance from the prior three quarters. Some reps required arbitrary baselines due to insufficient history.
RESULTS
33% earned, performance lifted 46% over baseline, 44% exceeded baseline, total revenue rose $1.6M, and ROI reached 64:1.
Industry
Technology
Problem space
Sales team motivation
Services
Contests and incentives
Rewards
Technology
GoalQuest
Challenge
Global reps needed to increase new business sales revenue based on average performance from the prior three quarters. Some reps required arbitrary baselines due to insufficient history.
Solution
A Q3 GoalQuest program established relevant stretch targets and rewarded attainment in points, motivating reps across varying experience levels.
Results
33% earned, performance lifted 46% over baseline, 44% exceeded baseline, total revenue rose $1.6M, and ROI reached 64:1.
