Case Study: a retail HVAC sales organization drives $22M in sales growth with BI Worldwide's GoalQuest and SalesMaker

a retail HVAC sales organization drives $22M in sales with BI Worldwide

The customer, a retail HVAC sales organization, faced the challenge of motivating its sales representatives to commit to and achieve aggressive year-end stretch goals tied to a high-value shopping spree incentive called the "Warehouse Windfall." To drive this meaningful sales lift, the organization partnered with vendor BI WORLDWIDE.

BI WORLDWIDE implemented a solution using its GoalQuest and SalesMaker services, which allowed sales reps to self-select their own stretch goal levels. The high-value Warehouse Windfall award created strong emotional pull. This initiative drove 65% of participants to choose the highest goal tier, which then achieved 137% of its target. Overall, the program increased total sales by $22 million in three months and delivered an 8:1 ROI for BI WORLDWIDE's customer.