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Motivating Sales Reps to Exceed Baseline Sales

Jan 16, 2015

Discover how BI WORLDWIDE solutions helped a manufacturing company motivate its sales force to exceed baseline sales levels.

Motivate Sales Reps to Increase Sales 

Getting Sales Back On Track

Situation

One of the world’s leading manufacturers of premium-quality windows wanted its sales representatives to increase sales.

Challenge

Discover and implement a motivation tactic to help sales representatives to exceed baseline sales level.

Solution

BI WORLDWIDE developed a nationwide 90-day GoalQuest® program where each rep committed to one of three sales goals. The higher the chosen goal, the greater the reward. Participants only would earn awards, if their chosen goals were achieved.

Results

Sales increased by 53.6% over baseline, resulting in $9,772,073 in incremental revenue. Program ROI was 24-to-1.