A sales contest has a bit of suspense, a bit of a change of scenery to it. It reeks of hope for those that normally don’t lead the pack within your organization. Hope springs eternal for those that occupy the lower rungs of the sales ladder.
At one of my former places of employment, we had an inventory ( bricks ) that was WAY TOO HIGH. The young Sales Manager had tried being a buddy, he had tried being an ass and had gotten tired of trying. I suggested that he partner up with one of the mortar companies that we dealt with and have a sales contest for colored ( pigmented ) mortar used with any brick that was already in stock. Grey mortar and brick that had to be brought in were not counted towards the final totals.
The prizes were higher commissions for the stock brick, versus any that had to be trucked in, and a cruise from the mortar company for everybody who met their goal.
The results were almost comical. All of us who had told the Sales Manager that we couldn’t sell any of the brick off the yard were fighting over those sad excuses for bricks. And all of us who had told him that we couldn’t sell colored mortar were selling it left and right and at a premium price.
Another promotion that I suggested was to put up a ” Brick of the Week “ for the inside sales and customer service reps. The first one to move that lot of bricks got a $50 gift card to a restaurant, where I had negotiated buying $1000 worth of gift cards for $800.
Sales contests that work are hard to devise, but their effects are almost always positive. If you need help coming up with a contest for your organization, I’ll be gald to help you, but my daily fee is $600, plus expenses and you don’t want to pay that.
I normally charge way more than you can afford per hour for phone consultations, and the free consultations are all gone
The two suggestions I mentioned above made well into six figures for the respective companies. I’m sure they’d pay my usual fee for another six figures.
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HI Fran,
I’ll email you and see if I can help you.
Please send it to me!!! I will send you my marketing ideas!
We want to encourage our sales force to increase business by offering a contest. We are a real estate company with 85 full time associates. Sales are slower but listing remain strong. They are very professional and are great fun. Any suggestions?
Hello. I know that it has been a while since you and the banker went back and forth, but I just wanted to let you know that a bank IS like any other business in the fact that, unfortunately for those who feel as though we are just robots whose main purpose is to just process your transaction and get you out the door (or herd you through like cattle), we DO keep our business running through selling products. I am a supervisor and would NEVER want my tellers selling something to someone when there is a line and they are one of only 2 tellers, or if the customer didn’t need it. We have to make sure that we are doing the most for our customers and when our rates go up, we like to offer that to customers. How else would you know if you could make more money with a CD or if your account isn’t the best one for you? Please don’t think that when you go into the bank that you are a marked target. Tellers have a job to do and it is very un-professional for you to say that we are doing you an injustice to offer you something that we feel would benefit you. And by the way, if you don’t want to be offered a product, let your banking center know that. Just don’t get upset if the customer in front of you does.
I’m thinking that you too are missing the point Sara.
You don’t have my permission to sell me anything, unless you ask first, even if it’s your job.
It’s not about you, it’s about me, even if your boss wants you to do it, it’s still wrong.
If you ask the person who’s 12 people in front of me if she’d like to hear more about CD’s and she says yes, then she needs to immediately be moved to another line, not have such a complex issue explained in the only one we have for doing our business.
Use Google and search for “permission marketing” and then come back.
I’m gonna say this one more time – it doesn’t matter what the markting wonks want, it doesn’t matter what some VP wants, it really only matters what the customers want and we have overwhelmingly said we do not want to be sold when we’re in line trying to get out as quick as possible.
Believe me, we’re smart enough to ask if we need some other banking product.
Thanks for stopping by.
Mike,
Let me clarify something for you.
If the customer 12 people in front of you is asked about a product and accepts the offer, we do move them to someone else. We, as tellers, are not selling the product, nor can we set the product up at the teller window in most cases, we are just referring them to someone who does.
Do you not understand that if we decide, on our own accord, not to offer a product/service to a customer based on ANY reason, it could be considered discrimination?
We are not trying to make anyone uncomfortable or trying to say that you are not smart enough to ask for yourselves, it is just our job. Let us do it in peace. Other stores, restaurants, etc. ask for up-sales and that is what we are essentially doing. Why is it not acceptable for us to do that as well?
In other words, if you don’t like being sold products that will help you earn money or save smarter, use online banking and direct deposit. Leave the tellers alone.
How about this instead, O’Wise One: You guys leave me alone and just do what we want you to do – process our tranactions and leave the selling to the cheap suited fools with too much bad hair that get paid to do that ?
I have Direct Deposit, but every now and then I have to deposit a check that someone send me and I want to do it without being sold a product that nobody would ever want, which you guys try to feature as ” …new, improved and great !… ”
Your store restaurant inference is hilarious. When I go in there I want to buy items/food. It’s the only reason to go.
When I go in a bank, I don’t want to buy anything. In fact it’s the last place I’d ever buy anything.
Keep drinking the bank flavored kool-aid. They love you and want you to keep thinking exactly this way. You’re a lifer !
By the way Sara. This is twice you commented on the wrong post.
You read about bank tellers in another place and don’t know how to find it, get back there or what to do, so you just comment off-topic on any post you can find.
You’re a perfect bank teller, because you can’t think, use logic or tell right from wrong.
Lifer.
You know, this IS the place that I read your comment, jerk. (April of 2007)
And this IS the place that I responded to the comment that you made. You just can’t handle it when someone tells you something that makes you look like an incompetent fool. You have no clue what you are talking about and it is amazing that people actually write to you to give them advice. Priceless! But you see, if you really knew what you were talking about, you wouldn’t be on here arguing with people. I believe that is a crappy way of “selling” your services.. Stupid.
And you know what? I don’t mind being a Lifer. At least I have a life.
Jerk.
Just a thought. When I think of a “robot,” I think of something that’s doing one “set” routine. That’s all it CAN do because that’s all it’s been programmed to do. No thinking outside of the box for robots….they are the box! Heck, they’d flat out panic if anyone suggested they try a new approach – no can do. They just aren’t wired for it.
I never saw anyone suggest that bank tellers, or anyone else for that matter, were robots – or that they’d want them to be. What I saw was a suggestion that could make teller’s jobs easier and more productive for them and for the people they serve. I saw suggestions for thinking outside of the proverbial box, for the good of everyone.
I raise my Starbucks cup to tellers, and all of you who work with the public. Without you brave souls, the world would come to a grinding stop. Then where’d I get my coffee or the money to pay for it?!? Those of us who work at home can only imagine what you go through. I’ve seen enough rude customers to know that it takes a very, very, very special person to smile their way through it.
I do agree, however, that people who service the public need to be friendly – for more reasons than one. You never know what a difference a smile can make in someone’s day, the right attitude can catch a grouch off guard and stupify him/her. That’s always fun. What’s more, your attitude reflects upon where you work.
I hope anyone who’s feelings have been ruffled will look back over the post and comments and see that no harm was ever intended.
Hey Sara,
This blog is where you read it, but you commented on the wrong post.
You should have left that original comment on a post about bank tellers, not one about sales contests.
Now who’s the idiot and a jerk ?
Ummmm, er…. you ? Yeah, you !
You obviously don’t know how to operate a piece of heavy machinery like a blog.
I’m glad you enjoy and want to be a lifer. I’ll sleep better tonite knowing you’re there in charge.
Thanks for continuing to read and comment !
Hi there!
I am the dir. of marketing for 3 automotive dealerships and you mentioned that there were tons of Automotives Sales Contest our industry has come up with…..can you fill me in…….I am looking for internal sales contests between 3 dealerships. Thanks a bunch!!
Dana
Hi Mike. I recently took a new position with a large telecommunications company as a team leader in a consumer call center. I am looking for some suggestions on motivating and on some interesting sales contests. Basically, it is a service/sales job-help them with their question/concern and then transition into a sales recommendation. I have my few people who are consistent and do the job the way it’s supposed to be done. I have my low performers who for one reason or another, just don’t sell. Unfortunately, since it is a results based job for me, hitting a team sales objective is required and it’s their job or mine and I will not starve my kids. Then I have my middle performers–they’re ok at times but just can’t get over the hump. This is the group I want to try and “move” first. I would like to run different contests that will involve all levels of performers and strategies that may help this middle performing group. I feel I have a good “base” strategy of being positive, upbeat and I do a LOT of ego stroking. They have buy-in with my whole attitude for the job but I don’t want them to lose it and want to keep things interesting. Any suggestions would be greatly appreciated.
Thanks a million and don’t take no crap on your sight!!
Please send me your top 10 sales contest themes.
Hi Mike! I work in the staffing industry and we place a lot of emphasis on call volume & obtaining job orders AND candidates. I would LOVE to hear your ideas on fun contests to help us motivate the teams. Right now getting call volume up is our main focus and we can produce very detailed call reports daily, weekly and/or monthly. Any ideas??
If you need ready made sales contests, http://www.MotivatedIncentives.com has a solution for you. The easy, online tool is like a “contest in a box” and gives you access to professional creative themes, games, ROI tools, prize suggestions and even tracking sheets. Get great results with a small investment!
Thanks Laurie !
I am responsible for running daily, weekly and monthly sales incentive contests for about 60 employees in a call center. Where can I find contest ideas?
Lisa,
Check out ezinearticles.com for an article written by Laurie Alm. It is called the Best Rewards are FREE and gives you 10 easy ways to show appreciation and recognition. In addition, our online contest tool gives you access (as a subscriber) to all kinds of games and creative themes that you simply plug/play. It takes 15 minutes to put together your own customized professional campaign. Feel free to check out our site at http://www.motivatedincentives.com or call me directly at 817 912 1072.
Thanks
Laurie Alm
President, Motivated Incentives
Hi Mike -
I have a somewhat difficult situation. I manage a group of telecommuters that are in an older age group (50-75). Our company sells business-to-business, and I’m wondering what kind of ideas you have for increasing motivation and sales contests. All of my associates live many miles apart, and I’m trying to create some commradery and teamwork. They are very used to working independently and are not very good at encouraging or motivating each other. I want them to work more closely as a team.
Any ideas you could suggest would be great.
Thanks!
JS
My suggestion, and I’m being serious, is that you change industries.
I’d dig ditches, mop floors and clean parakeet cages before I’d work in or allow a friend to work in telemarketing.
Sorry.
not all telemarketing firms are the same. i make a honest living by providing great products to companies.
last year i earned over $100k not bad you should try it.
Simpleton-nomics.
With regards to bank tellers offering additional/upgraded services, I think Mike and others are being a little obtuse. A bank IS like any other business. Although a good bank recognizes that some customers are transaction-oriented in their banking needs. Thus the reason why many customers prefer to bank online, via ATM, etc. and avoid in-branch transactions.
But for those relationship-oriented customers who prefer the personal attention and service provided in-branch, it is appropriate to inform them of beneficial solutions to their banking needs (e.g. lower loan rates, investment alternatives to CD’s, direct deposit, and other time/money saving services). In fact, a good percentage of these customer types rely upon the teller interaction to be informed of ways to improve their financial situation.
Therefore, to use the car lot analogy, when a customer steps foot into my office, then yes they do become “a marketing target”. It isn’t always only about a quick and efficient transaction for every customer. The teller’s job is to discover what type of customer they are dealing with (transaction-oriented or relationship-oriented) and if there is any opportunity to assist them further. If so, then they would be referred to a desk person, loan officer, etc. so the customers in line don’t have to wait during a “sales presentation”. This is called cross-selling; a strategy used by virtually all businesses to deepen customer relationships.
I do agree that some banks (usually the larger big-box banks) do use pushy tactics at the expense of service. However, that is not necessarily true for most small local banks and credit unions. If you don’t like your banking experience, then switch banks. Just don’t be so obtuse as to declare all banks that way. If you are able to see things differently, I think you could offer us bankers some usable sales advice.
Regards.
Thanks for your thoughts Brian, such as they are.
The mere fact that you used the word obtuse, twice, to describe our thoughts pretty well sums up the worth of your thoughts.
We, the people, are not marketing targets. We’re humans and we take our business where we want and I want to stay away from people and banks that employ people like you.
Thanks for proving our points in a very vivid way.
I am in need for 3 sales contest ideas. I work for a major clothing retail store. I have 3 upcoming sales events to plan.
I am tired of the same old sales contests that we do, something new would be good.
Any suggestions would be very grateful
Thank you
Judy
Hi Mike.
I was looking for some advice around motivating a team to sell more. Clearly not the person, as i do work in a call centre and i do want my team to sell.
The Human race consumes more now then ever, why because we have honed sales ability’s to appeal on emotional and physical ways.
Lets be honest, you get sold something evry 30 seconds. Why lash out at a Telemarketer or a Bank teller because you dont want to be sold something. Should TV commercials ask permission before promoting. NO. WHY? because people buy things, if it didnt work people wouldnt sell this way, you IDIOT.
So next time you get a call from a telemarketer, listen. Maybe then you will be able to give sales advice.
Hi William,
Thanks for taking time to prove me right.
I don’t buy something every thirty seconds.
Nobody works in a call center if they can do anything else, so you’re a loser in a loser industry.
Go away and stay there.
Mike,
You are an ass.
And your point is … ?
Thanks for reading an asses blog … which makes you an ass-reader!
Like Dr. Phil says, “How’s that workin’ for ya?”
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