What Works for Sales Contests? How to Build a Sales Contest That Wins

What Works for Sales Contests? How to Build a Sales Contest That Wins

I had a discussion the other day with a sales manager at a client site. He was crafting a contest to try to spur some additional activity and business. He asked for my thoughts on how to structure a sales contest that wins, so I thought I would share.

Here Are Three Concepts That Will Help You Create A Winning Sales Contest:

1) Reward The Behavior You Want:

When constructing a sales contest, be sure that you are rewarding the behavior you want. If your goal is to increase sales, then the reward could come from the number of first appointments. If you […]

Good & Bad News for Sales Managers Looking to Hire Quality Salespeople

Good & Bad News for Sales Managers Looking to Hire Quality Salespeople

It appears that the unemployment rate is going down. That’s a good thing, right? It means the economy is growing. Consumption is up causing demand to go up, which will help sales teams sell more. This is good news right? Well, yes and no. While it may make it easier on salespeople to sell when demand increases, it makes it harder on sales managers to find quality salespeople to do the job.

I hear the cry of many an employer stressing over the difficulty they have in hiring good quality salespeople. I have witnessed countless clients struggle with this. Even during […]

Do Not Be Confused: Sales Activities Do Not Replace Sales Results

Do Not Be Confused: Sales Activities Do Not Replace Sales Results

I have written a bunch about the need for sales managers to hold their salespeople accountable to certain behaviors. As a matter of fact, it is essential that there be an agreed-upon sales activity plan which the salesperson has agreed to be bound to and which the sales manager has agreed to hold them accountable to. The accountability piece is essential in improving sales effectiveness.

We first have to set the standard of activity. Once the salesperson is doing the appropriate activity level then we can work on the coaching their effectiveness. But – and this is a big but – […]

It’s Fourth Quarter: Your Sales Performance Now May Shape 2015

It’s Fourth Quarter: Your Sales Performance Now May Shape 2015

You read that correctly: what your sales team does right now may dictate how successful 2015 will be for you.

So, sales leaders, now is not only the time to get your folks pushing to close all the business they can in the 4th quarter, but it is also the time to lay the foundation for 2015. If you can get your salespeople focused on all the right behaviors this quarter, it will bode well for first quarter next year.

Frequently one of two things happens to sales performance in the 4th quarter:

1) The salesperson is well ahead of their goal, so […]