Situation: Excelsior Automotive sells autonomous limousines to the wealthy. They recently created a referral program where customers can refer friends in order to get a discount on their bill. Excelsior’s VP of Sales decides that, at the end of each quarter, she’ll find the ten customers who have submitted the most referrals, and the sales reps who closed those ten customers originally will each get a bonus. This is an example of:

Adding force involves creating incentives that actively drive specific behaviors in customers or employees to achieve desired business outcomes. The referral program plus bonuses directly motivates both customers and sales reps to increase referrals and closed deals. This approach leverages rewards to influence actions rather than relying solely on process changes. It accelerates revenue growth by encouraging proactive engagement. The design aligns with RevOps principles of incentivizing outcomes and aligning teams.