Driving Sales and Retention for Polaris
The Challenge
- Sales Growth: Creating a measurable way to drive additional unit sales across the dealer network.
- Employee Retention: Keeping top-performing sales professionals engaged and motivated.
- Training Adoption: Encouraging dealers to complete critical product and sales training programs.
The Solution
BIG developed and launched the Polaris Sales Hub, a comprehensive dealer engagement platform that rewards representatives for completing training, achieving sales milestones, and demonstrating key performance behaviors. Participants earn points through the platform and redeem them through a customized rewards marketplace tailored specifically to the Polaris dealer network.
To further drive participation, BIG integrated SPIFF dollars directly into the platform and introduced exclusive redemption opportunities, including the ability to use earned rewards toward Polaris vehicles and other premium experiences. By combining training, incentives, recognition, and rewards into a single destination, BIG created a powerful tool for influencing dealer behavior and driving measurable business results.
Project Timeline
70 Days Start to Finish
Impact
average increase in total sales for participating reps
longer retention rate for employees who earn points
additional units sold on average per training level completed
The Result
What began as an engagement initiative evolved into a powerful business performance platform. By aligning training, sales incentives, recognition, and rewards, Polaris increased sales, improved retention, and created a scalable framework for motivating dealer representatives across its network.
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