BI WORLDWIDE implemented a multi-level incentive program to increase dealer unit sales.
Using the GoalQuest® rules structure, the client realised 104 incremental units in two months.
A leading Australian distributor of luxury European vehicles wanted to increase sales on three specific vehicle models.
This client ran an annual incentive program that resulted in awarding the top dealer principals, sales managers and sales executives at the end of the year. While they found that this program motivated a portion of the sales audience, they needed the entire sales team to focus on selling three specific models to close out the season. Knowing that a “move the middle” approach drives more incremental sales than a “top-performer” approach, BIW team recommended using a GoalQuest structure.