Using Incentive Programs to Drive Growth

Written By Katey Dupavillon

We often share that our purpose is to help businesses grow by motivating exceptional people with exceptional rewards & experiences.

We want to share with you a story about how we actually do this.

One of our clients, a manufacturer, was looking to boost sales and take market share from competitors- through their distribution network. We devised a quick incentive sprint with the right reward, structure and communications —and it worked. Here’s how:

  • 3-month competitive sales sprint for 100 business customers.

  • To keep things fair, we grouped customers by size, so everyone was had a real shot.

  • The reward? A Top F1 Melbourne experience for the achievers—high desirability and aspiration

  • We kept the comms strong, with regular updates and motivation along the way.

The result? A 7.6% increase in sales compared to the same time last year. It went so well they’ve now turned it into an annual program.

Such a great result – and to add value to you, I wanted to dig a little deeper into the strategy. Getting the structure right is everything. If you’ve ever struggled with how to make an incentive fair, impactful, and cost-effective, here’s what I always recommend:

  • Not everyone should be included. If a group can’t realistically compete, you risk demotivating them instead of inspiring action.

  • Segment smartly. We often group sellers into 3–4 tiers:

    • Top performers – Reward their consistency and keep them engaged.

    • Growth potential – Your biggest opportunity. Incentives can drive real movement here.

    • Emerging players – Give them an achievable goal and a reason to push harder.

You split the number of trip achievers across these groups- ensuring those who contribute more to the business and the reward value, have more opportunity to earn a trip.

  • Spend more time designing the right structure, and everything else will fall into place.

If you’ve ever wondered whether an incentive could move the needle for your sales, let’s chat. No pressure - just fresh ideas.

You can reach out to Mercedes, our Managing Director, directly at mercedes@evtmarketing.com.au, or we can set up a quick Incentive Workshop to explore what’s possible.

P.S. If you’re just curious and want to follow along, find us on LinkedIn & Instagram for more insights and success stories.

Katey Dupavillon