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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{ 5 comments… read them below or add one }
Mike, this is a well-written article. it’s given me a good start for thinking of the next contest we need to lauch for one of our clients.
Thanks Kapil. Helping people makes the day worthwhile.
Our sales manager often has contests, and never tells us in
advance what the prize will be.
I have told him it would be a greater incentive if we knew
what we would be striving for.
He said it has been proven that it does not make a difference.
I don’t agree, and I am looking for some proof he is wrong.
I know from previous experience, the salespeople became more
excited and motivated when they knew waht the goal was.
Regards
Joseph Leone
I’d have to see that data and see what idiot would think someone would work harder for an unknown over a known.
He’s probably just ashamed of his cheap, lousy prizes and knows they won’t be an incentive anyway.
I’d not last long working for a fool such as that.
I’m with you. I strongly disagree. I believe just the opposite in fact. We are currently running a sales contest here at the office. We took one of the back offices that is very visible from both hallways and filled it with gifts and motivations. We even have a couple of weekend trips mixed in with some $5.00 gifts. Our motto has been, it is not what you win, it is how much you win. With 20 agents playing, we have about 120 gifts. At the meeting each week, agents win tickets for listing, pendings and closed sales. (5 tickets) We also give one ticket for showing up for the weekly meetings, going on tour, on time for floor shift, client Kudos, clock hour classes and what we call the weekly challenge. This last one is just for fun and involves having to find something hidden in town that has a motivational saying in it that they need to repeat to themselves all week. I am also teaching energy classes once a week to keep people positive. In this ecconomy and the shape of the real estate market, people need to stay upbeat and feel like they are winners. It is working around here!!!!