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Think Big and Small and Everywhere in Between

Aug 05, 2015

Written by: Dave Smith
(View Author Bio)

Increase sales from all segments of your sales channel 

Overview

At BI WORLDWIDE Canada, we use the principles of behavioural economics to create the best engagement strategies on the planet. We work with expert academics who advise us on the latest research on human behaviour, engagement and decision-making. We use non-cash rewards and recognition to engage and motivate employees and sales teams.

Did you know it’s possible to create a significant lift in sales from ALL segments of your sales channel — big sellers, average sellers, low sellers and even your inactive sellers? It all comes together when you use an engaging incentive program design that’s right for you and offers appropriate non-cash award value levels. If you’re looking for that much-needed sales lift, read on to learn how BI WORLDWIDE’s GoalQuest® incentive structure gave one of our clients a necessary (and unbeatable) sales boost.

The Scenario
A major manufacturer of on- and off-road utility and sports vehicles had acquired a manufacturer of electric utility vehicles. Two years after the acquisition, the existing dealer channel sales were disappointingly sluggish. At that point, only half of the 200+ dealers had sold any units in the past six months. Worst still, many of the dealers hadn’t sold any units within the past full year — and were altogether ignoring the electric vehicles in favour of their gas-powered counterparts. Our client asked us if there was an
effective way to boost their sales across the board.

The Specific Need
It quickly became clear that our client needed to increase volume amongst the dealers who were actively selling electric units and reignite sales among its dormant dealers. It was especially important to communicate with — and actively engage — their inactive dealers.

The Solution
BIW designed a short-term GoalQuest incentive program tailored to meet and exceed the company’s specific sales needs. The program:

• Asked participating dealers to select a dealership growth goal from
three pre-structured choices to be eligible for the 90-day incentive
program

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