Driving Sales Growth Through a Tactical Incentive Sprint
A leading building products manufacturer
EVT designed and delivered a targeted incentive sprint that increased sales, created fair competition across customer segments, and became an annual program.
Client
A leading building products manufacturer
Program Type
B2B Sales Incentive Program
Audience
100+ business customers
Program Duration
3 months
The Situation
A leading building products manufacturer wanted to accelerate sales growth and take market share from competitors.
With no existing incentive program in place, they needed a strategy that could be deployed quickly, deliver measurable results within a defined window, and lay the foundation for something longer term.
The Problem
With over 100 business customers of varying sizes invited into the program, fairness was a critical design challenge.
A one-size-fits-all structure risked demotivating smaller customers who could not compete with larger volumes, while disengaging larger customers who found the targets too easy.
Without a structure that gave every participant a genuine shot at winning, the program would fail before it started.
The Solution
EVT designed a tiered program that grouped business customers against others of similar volume size, creating a fair and equitable competitive environment across the participant base.
The earning mechanic was built around a 10% growth target: a stretch goal that felt achievable without being a foregone conclusion.
The reward was purpose-chosen: tickets to the 2024 F1 Melbourne Grand Prix, a money-can't-buy experience with the desirability and cultural cachet to move people.
A strong program brand, paired with a strategic email campaign, kept participants engaged and motivated throughout the sprint.
Regular touchpoints pushed the competitive narrative, reminding participants exactly what was at stake and where they stood.
The Results
The program exceeded expectations for a first-run tactical sprint.
The program delivered a 7.6% increase in sales compared to the same period the previous year.
The results spoke loudly enough that the client converted the program into an annual fixture, with a new cycle already launched.
For the manufacturer, the program demonstrated that a well-structured incentive sprint can move sales and market share in a matter of weeks.
Looking to drive rapid sales growth through a targeted incentive sprint?
We'd love to talk.
Get in Touch with EVT