All posts in Sales contests

Contest Ideas: 3 successful approaches

The best sales contest has a theme that lasts longer than its parts. Contest ideas are often traditional; for example, real estate and insurance sales contest themes often build on a resort experience. Others focus on golf or cruise ventures. Some sales contest themes invite spouses, and many include entire families.

New sales contest thinking

But, a traditional sales contest ideas often becomes old hat in terms of its performance incentive. Challenging worlds of adventures, technology, and mega-events offer new motivations. Travel destinations are more exotic than ever; technology drives new ideas; and, central events, like sports or entertainment venues, open new competitive sales contest doors.

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Sales performance. Finding sales outcomes in sales activities

Sales performance always occurs simultaneously on two parallel playing fields. One eye is on the sales outcomes, the other is on the sales activities that get you there.

Outcomes versus activities are the same as goals versus tactics. Now, you cannot imagine a sales contest without outcomes, but perhaps sales managers should pay more attention to the sales activities that make the sales outcomes possible.

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5 Best Sales Contest Ideas to Motivate Your Sales Reps

There are never enough sales contest ideas in a sales manager’s toolbox. Repeating sales contest ideas gets stale, and stale ideas do not motivate your sales reps. Sales managers make a mistake in waiting for a good idea to come along. The smart managers will have their sales contests planned through the next two years. But, that coming up with fresh ideas is a challenge.

Timing, structure, and communication drive your best sales reps, but the theme or idea is the hook, the grabber that pulls them in and sustains their interest. The best sales contest ideas determine your color, images, and sales contest pitch.

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Sales Performance Management – 6 big mistakes

Too many managers throw together sales contests and compensation plans without the thought and planning necessary. Too many launch repetitive routines rather than effective sales contests, and too many discover their sales performance management weaknesses too late.

Effective competitions require strategic thought, lead-time thinking, and a complete understanding of sales compensation plans – if they are to work. You make a good start when you plan to avoid these six big sales performance management mistakes.

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Sales Incentive Ideas that work

Without the consistent and motivational support of sales incentive plans, sales is a very tough career. The sales incentive plans with some element of fun keep that performance push from being a negative pressure. Here are 10 sales incentive ideas that work.

Any sales incentive plan should have an element of gamification. People expect it nowadays. Fun drives more things than you know; fundraising, school performance, online training, and more. Your sales incentive plan hits its target bull’s-eye when the sales incentive ideas are fun to participate it.

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Return on investment for Sales contests: 4 things to consider

In any profitable business, sales contests are part of the strategic planning process requiring the establishment, communication, and analysis of the sales contest’s return on investment (ROI).

To assess the ROI – and adjust future sales processes, you must calculate the ROI in a volatile sales climate using proper key performance indicators (KPIs).

Obvious sales contest results

Sales contests succeed in many ways. Employee morale improves. Competition increases sales. Customer complaints decline. And, revenue goes up. Any sales manager can follow key performance indicators (KPIs) on a spreadsheet.

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Gamification: cheating and gaming – how keep sales contests clean

Gamification? Good! Gaming the system? Bad! Human nature devalues your sales contest by cheating and gaming the system. You owe it to the business and the contestants to structure sales contest to discourage or eliminate cheating. The business owner or sales leadership needs to learn why people cheat, how big prizes drive bad behavior, and what you can do to minimize or eliminate gaming the sales contest gamification system.

Cheating will always be with us.

There is cheating, and there is gaming. The only real difference is degree. Cheating is a blatant violation of business ethics and, in some cases, the law and moral conscience. Gaming abuses exploits system loopholes, fudges the rules, or misdirects sleight-of-hand. Studies show people will do what they have to in order to get ahead; some do so at any cost.

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Sales reps compensation plans: minimize errors in bonus calculations

Well-conceived sales compensation plan create strong sales contest incentives. If you expect your sales compensation plans to motivate sales performance, it takes planning and communication.

When sales compensation plans are commission-based, it takes even more clarity to produce sales performance results. And, while the language may be important, accuracy in sales reps bonus calculations is essential to success and reduced employee turnover.

Ideally, sales compensation plans wed sales performance and financial rewards. It does so by placing a segment of pay at risk until a sales objective is accomplished. Ideally, it directs the focus of individual and team sales performance to achieving individual, team, and organization goals.

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Sales contest – How to avoid corporate rat race

What’s the difference between bad sales contest and corporate rat race ? Nothing. It’s a matter of a sales management.

Too many contests return too little on investment because they lack purpose, planning, and profitability. Contestants chase the cheese on instinct in confusion and consternation.

Rainmakers don’t share the cheese.

Sales managers want to encourage competition. But, if their sales contest only rewards the top finishers, it appeals to those contestants certain of winning. If you want to maximize the performance of the top performers, start sales competition. You don’t have to do much more than put the prize at the finish line.

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Sales contest timeframe: setting ideal timming

The sales contest timing is more important than the sales contest prize alone. But many sales managers doesn’t set proper sales contest timeframe.

So many managers throw prizes – big and small – at their sales reps with little or no results. They seem to think sales contests are “the thing to do.” In fact, sales contest success is a direct function of planning and structure, putting a lot of thought into the size of the prize, and enough effort into determining the sales contest timeframe.

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