We all know the stereotypical attributes of a salesperson range from ‘driven’ to ‘cutthroat’. However, creating sales contests that encourage every rep to be thirsty for just their own success, can actually turn them off. Never underestimate the power of the team dynamic!
Design sales contests for the whole team
This is why you should always design sales contests with the entire team in mind. If you promote collaboration and sharing it will, more likely than not, greatly increase the chances of a successful outcome.
Consequently, you should attempt to create a new mindset for your team. One that focuses not just on obtaining the final outcome (i.e. closing a deal). Instead, it should focus on creating a push across your entire sales process. For example, are your reps fighting to follow-up rapidly on every new lead? Are they keeping their contact data clean? Does every opportunity in their pipeline have a clear next step, regardless of it’s stage?
Why is focusing on the whole sales process and not just the outcome so important? Because it stabilises your entire business and promotes the creation of your ‘winning way’. In addition, it develops not just one prolific sales rep but a whole army of them.
The outcome you will witness is what we like to call “maximising the middle“. You will see a dramatic performance improvement across your entire range of sales abilities. An improvement that delivers you a consistently healthier sales pipeline that therefore allows you to forecast with greater accuracy.
In conclusion, the result will be a highly motivated army that shares the same simple objectives, to sell more and to sell it faster.
Get started with your own sales contest
So the next time you think about setting a sales contest, think hard about how you can make everyone a winner. If you need more inspiration, don’t hesitate to get in touch with the CloudApps team. They will show you just how easy it is to set a really effective sales contest with SuMo Motivate, the sales performance accelerator.
Want to learn more? Why not read about increasing sales performance by motivating sales behaviours that will drive your ‘leading KPIs’? Modern sales leaders have moved beyond the common ‘lagging KPI’ target of closed revenue towards KPIs that span the entire sales process. Download the white paper to learn how.