A while back I was able to get Steve Marx, author of Close Like The Pros, on the phone for a few minutes.
We talked about the fact that neither of us truly believe in sales contests, as they’re used in today’s sales climate.
I had also previously reprinted an article by Dan Kennedy that basically agreed with us.
So take the time to listen thru the player below or download the mp3 and listen on your iPod or other mp3 player.
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{ 4 comments… read them below or add one }
I am listening to the six reasons sales contest do not work. I am enjoying the key points.
I would like to talk with you about how communication styles play an important part of how sales people can recognize a style, shift and respond effectively. I have trained, spoken, and coached on styles for many years.
This would be a great addition to your business.
Look forward to speaking with you soon.
Nyda Bittmann-Neville
I’ll send you an email Nyda.
Thanks for listening !
Hi Mike,
I think one of the key points is that motivation comes from within. You can’t motivate anyone, but you can create an enviroment that will allow the individual to be self-motivated. I recently wrote about this concept in my blog check it out here: http://relmes.wordpress.com/2008/04/04/does-self-motivation-exist-or-is-it-just-another-hr-term/
Understanding the individual and communicating to them, how performing the specific act will benefit them personally will go a lot farther when it comes to driving results, than having them compete against each other for a gas card.
Thanks Mike for the great insights.
Making a difference,
Richard Elmes CSP
The Sales Dating Guy
http://www.RichardElmes.com
Thanks for adding to the conversation, Richard.
You’re absolutely right … even if we could all use a gas card right about now