From the category archives:
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 [...]
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Every single day I get several emails concerning sales contests. Each person is as sincere as they can be in wanting to motivate their sales force. I’ve tried to work with a few of them, but deep down in my sales-minded heart, I knew that if the sales person wasn’t self-motivated, then there was little [...]
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What makes a good sales contest is no easier to define than what makes a good salesman. There are obviously far too many factors to consider to say one or two are the deciding ones. And each situation will dictate which factors are key. But, for those of you whoo need someone to foolishly make [...]
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Up til now we’ve only looked at theoretical reasons and facts about sales contests. Now let’s look at some real world info. Do salespeople like sales contests ? Your financials will tell you yes, I’m sure. The salespeople themselves have always told me yes, as well. Do they induce more work ? Yes. Are they [...]
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Mostly we think of sales contests as ways to increase sales. There are other reasons to hold sales contests, and we’ll look at some of those today. New or Neglected Products If you’re introducing a new product or if you have a surplus of a product that didn’t really sell like you thought it should [...]
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