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Turning up the sales volume by 477%

New product introduction scores BIG with a comprehensive sales & channel programme for this hardware vendor

Situation

When a brand-leading hardware vendor needed to improve channel market share prior to the introduction of new products, they approached BI WORLDWIDE to create a sales incentive programme that would motivate its key distributor.

Challenge

Raise the client’s sales volume at the distributor whilst not impacting their other vendor sales. Design and deliver a sales incentive for all sales performance segments and a positive return on investment.

Solution

Sales performance levels and segments were established by BI WORLDWIDE’s analytics team, forming the basis of the achievement levels.

A fully branded measurement, communication, performance reporting and reward programme was designed. The sales team competed for a place on an event in Kitzbühel, a location that reflected the audience’s young and dynamic nature.

Results were batch reported from a seamless data exchange so individuals could view their performance on the bespoke programme website.

Results

Every pound the client invested returned a net £148.

For the incentive, average sales per engaged Account Manager were £843,490, 477% greater than non-engaged Account Managers’ sales.

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