Let's Connect

* indicates required fields

By entering your name and email you agree to the processing of your personal data as described within the Privacy Notice.
Home Case Studies Proving rewards drive performance
point of sale

Proving rewards drive performance

Learn how BI WORLDWIDE Canada (BIW) helped a leading point-of-sale financing provider to drive lift in dollars financed by introducing tangible rewards instead of cash incentives.

Let’s Talk

Results

42% of participants chose the top goal, with 47% achieving it. Goal selectors saw a 49% sales lift, while non-selectors saw an 11% lift. The program achieved a $57.3MM sales lift with a 15:1 ROI.

Industry

Financial services

Problem space

Sales team motivation

Services

Incentives

Rewards

Technology

GoalQuest®

GoalQuest® is the world’s leading short-term sales incentive program that uses the impact of self-selected goals designed to drive productivity throughout the entire sales force.

Objective

Drive lift in dollars financed and better manage the cost of dealer incentives using tangible rewards.

Solution

BIW designed and operated a 90-day sales incentive for 200 channel partners using GoalQuest’s® sales incentive structure. The core components of this program included:

  • Self-selected goals: Dealer participants set their own goals by selecting one of 3 goal levels. Awards for goal levels varied and were reflective of the goal.
  • All-or-nothing achievement: The program mandated participants to select a target – one goal to focus on. This increased accountability and motivation, giving participants a sense of being in control of their own sales performance.
  • Segmented audience: The audience was segmented into 6 groups based on individual run rates from the same period of the prior year – creating relevant personal goals that are both ambitious and attainable.
  • Communications: Weekly progress emails were sent to participants to maintain awareness of their progress toward their goal.

Results

  • Goal selection: 42% of participants selected the most aggressive goal, goal level 3, compared to GoalQuest’s® historical average of 41%*.
  • Achievement: 47% of participants achieved goal level 3 – 5% above the enrollment estimate.
  • Participants vs. control group: Participants who selected a goal delivered a sales lift of 49% over their baseline. Those who did not select a goal delivered a sales lift of 11% over their baseline.
  • Incremental lift: 56% of the audience performed over their baseline.
  • Return on investment: GoalQuest® delivered a sales lift of $57.3MM with a program ROI of 15:1.

*based on historical benchmark data from 1,200 completed GoalQuest® programs by 1,200,000+ participants as of January 2021

In the highly regulated financial industry, our world-renowned strategies are designed for to-the-letter compliance with extraordinary results for banks, insurance agencies, investment houses, financial advisors, analysts, investment managers, and brokers.

Download the full case study for more details.

Download the PDF

See what GoalQuest® can do for you

Thought Leadership

Learn from the best. BIW thought leaders bring you a deeper look at the business of inspiration.

  • A construction worker in a white hard hat and overalls carries a wooden plank on his shoulder. He is walking past a modern building with black and wooden paneling.

    Case Study

    Winning over brand-loyal distributors

    Impact Overall company sales increased after introducing Contractor Rewards, but sales among participants were up 11%. Industry Manufacturing Problem space Customer loyalty Services Building supply Rewards marketplace Build loyalty, boost sales A manufacturer that builds products used in exterior construction was looking to grow its nationwide sales through distributors that are typically brand-exclusive. This audience […]

  • A person, tapping into success, holds a glass bottle filled with a light golden beverage, possibly beer, in a store. The hand deftly adjusts the bottle cap as shelves brimming with various products frame the scene in the background.

    Case Study

    Unlocking success in the economy beer market

    Results Because of the successful adoption of the program by sales reps, the company saw a return on investment (ROI) of 4:1. Industry Consumer goods and services Manufacturing Problem space Sales team motivation Services Branded merchandise Rewards marketplace Raise the bar A large beer manufacturer was interested in gaining a share of the economy beer […]

Share this resource

Related research

View all thought leadership
Two cafe workers in aprons stand behind a counter. Text on the image reads: 80% of deskless employees have an electronic connection to their employers, but only 37% report receiving training on it.

Insights Lab

6 ways to engage deskless workers

When I think back to my job at one of the busiest malls in the United States, I often remember how exhausted I was. Although I was working no more than 20 hours a week, I felt as if I had been consistently clocking overtime. In my current position—double the hours—I feel energized and excited […]

Two hands are visible at a counter. One hand is holding a credit card and inserting it into a card reader. The other hand is resting nearby. A monitor is partially visible in the background.

Article

Winning the last four feet

For brands operating in retail, success is determined by the ability to “win the last four feet” – the critical interaction between the customer and the retail associate. Regardless of the advertising budget, it can all be rendered ineffective if a competitor excels in that final interaction. Conversely, outperforming competitors in those crucial moments can […]

Promotional image for a webinar titled The Rise of Gamification: Enhancing Performance and Business Results. Features a cruise ship and headshots of four speakers: Sally-Anne Beasley, Ryan Ashley, Derrek Helmin, and Leah Wash, with their titles.

Webinar

The rise of gamification

Keeping call centre employees focused on key business metrics and critical customer solutions can be challenging. Employees may often lack sales confidence or visibility into company goals, while others struggle to stay motivated to hit their metrics. Norwegian Cruise Line identified these common challenges in employee engagement, teamwork, and sustaining long-term focus within their call […]