Case Study Manufacturing One of the world’s leading manufacturers of premium-quality windows wanted its representatives to increase sales in one of its major U.S. markets. Challenge Inspire reps to focus on incremental sales. Solution BI WORLDWIDE developed a 90-day GoalQuest ® program, where each rep committed to one of three incremental sales goals based on sales history. The higher the chosen goal, the greater the reward. Participants earned program awards only if their self-selected goal was achieved. Sales increased by 25% over baseline, resulting in $813,729 in incremental revenue. Overall, 87% of reps increased sales over baseline; 45% hit their chosen goals. Results ©BI WORLDWIDE TM 2012 | reference: manufacturing8 bi worldwide.com

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