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 a statement, I’ll go ahead and point out a few of the most important factors.
Timing. How often you run a contest, how many you’ve done as of late, the time of year,etc. These are integral parts of the equation of a good sales contest. Most companies don’t have enough and they wait too long in between. Also, they make them last too long, when they do run one. Consider a short, quick, unannounced sales contest to shake up your sales force and their habits.
Theme. Old theme, new theme, one theme, two theme. Who knows which will do best ? Not I, that’s for sure. I don’t know your market or team. Try ‘em all. Try a ” The Search For Missing Sales ” contest. Challenge your team to find new business with old customers. Or how about a sales contest themed ” Lost ” ? Find the missing sales ! It might be just what your Lost ( the TV show ) addicted sales team needs.
Showmanship. Do you have you a multimedia presentation that doesn’t seem to excite your prospects anymore ? Have a contest to see who can come up with the most addictive, powerful, exciting, informative multimedia presentation and then give the winner’s presentation to your whole force. I’d pay to have mine done professionally, just to try and win and not have to use someone else’s presentation. Might work. Might not.
Follow-up. If you don’t follow your contest all the way thru and execute all the details exactly, you’ll end up with a sales team that doesn’t get excited by your ideas, because they know you’re all bark and no bite. Put the busiest, most anal-retentive person you employ in charge and let ‘em torture your sales force with follow-up !
Payoff. It’s as important how you pay as it is what you pay. A presentation in front of everybody is 100 X more powerful than an envelope thrown on a desk. If I thought everybody was gonna have to watch me collect my loot, I’d work like a wild beast to win the contest. If I know from past years that all I’m gonna see is a company memo, well, I’m not gonna get too excited. A dinner is worth 3 X as many sales, at least, so put up, then follow up.
I’m sure you guys can come up with more good info, so leave me a comment and help this conversation spread. You could also do a Trackback, a post on your own blog or email it to everybody you know !
Thanks in advance for any help you provide.
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