Case Study: an insurance company boosts policy production with BI WORLDWIDE non-cash rewards

Insurance Company boosts policies per person 102% with BI Worldwide

The customer, an insurance company, faced the challenge of determining whether cash or non-cash incentives would be more effective at motivating its sales team compared to offering no incentive at all. To address this, they partnered with BI Worldwide to conduct a controlled test using their SalesMaker service for contests and incentives.

BI Worldwide implemented an A/B/C test, splitting over 1,800 agencies into three groups: one receiving cash rewards, one receiving points rewards of equal value, and a control group. The results proved the significant power of non-cash rewards; the group rewarded with points produced 102% more policies per person and demonstrated 55% higher engagement than the cash group. Notably, the cash group actually underperformed the control group across both key metrics.