Case Study: a luxury automotive manufacturer boosts CPO sales with BI WORLDWIDE GoalQuest

Luxury Automotive Manufacturer boosts CPO sales 4.1% with BI Worldwide

BI Worldwide worked with a luxury automotive manufacturer that was investing heavily in cash incentives for its sales team but saw minimal improvement in Certified Pre-Owned vehicle sales and lacked visibility into engagement and ROI.

BI Worldwide implemented a 60-day GoalQuest incentive program, replacing cash with a points-based system for experiences and merchandise. Salespeople self-selected personalized stretch goals, and a risk-reward structure encouraged higher performance. This solution led to a 4.1% overall sales increase, a 12.2% lift for participants, and a 40% drop in incentive cost per vehicle, enabling higher sales at a lower cost for the manufacturer.