May18
Sales Contest Advice
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under Sales Training
How To Run A Sales Contest
A sales contest is a great way to get reps moving in a healthy direction. However, if a sales contest is mismanaged, it could turn your sales force upside down. Here is some advice on how to run a sales contest that will drive the desired results. All you need to know about sales contests.
Focus on results that generate revenue. I’m not a big fan of sales contests focused on appointments or cold calls or submitted proposals. You don’t need sales reps focused on appointments, cold calls or proposals just to win a sales contest. Focus on closing business and you’ll have a successful sales contest. Get those results through solid sales training for your team.
So, let’s say you want the rep with the most sales to win your sales contest. How long should you run the sales contest? I recommend twice the length of your average sales cycle. So, if your sales cycle is thirty days, run a sixty-day sales contest.
If possible, publish sales contests updates daily. You can’t over publish progress updates as to who is in the lead and by how much. You must insure all are focused on the sales contests so it’s a benefit when reps see their names on the updated sales contest standings reports.
A few words of advice about the sales contest award. Either have a meaningful sales contest award or have a fun sales contest award. No one is going to get excited about a ten-dollar gift certificate.
If you don’t have the budget for a meaningful sales contest award, have a fun sales contest award. I once gave away a can of tomatoes as a sales contest award. I autographed it and publicized it as having only twenty five calories per serving. It was fun and a big hit. I thought of many sales contest names and came up with the Big Tomato!
I hope these sales contest tips help you with your next sales contest.
To your sales success!
Nick Moreno
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