Creating effective sales contests that increase sales
Nothing tickles the competitive belly of a salesperson as much as sales contests, right? The rivalry and banter creates a buzz around the workplace that brings a rapid boost in sales. But how do you make sure they are truly effective?
Don’t all sales contests increase sales?
The reason why many sales managers worldwide have turned their attention to running sales contests is because, when executed properly, the results are, almost always, astonishing!
However, many factors need to be taken into account when designing effective sales contests. For example, competition timing, job function and collaboration are all key aspects that can differentiate a winning sales contest from one doomed to failure.
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 its 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.
Start increasing the performance of your sales team today!
Finally, it’s worth pointing out that these are only a few of the ways to increase sales performance!
There are many more secrets to getting the most from your existing sales team. If you’re hungry for a little more sales performance inspiration, we’ve got this eBook with 39 effective sales contest ideas guaranteed to boost sales.
Simply fill out the form above to get your free copy!
SuMo increases sales performance by monitoring & coaching the high-value sales behaviours that deliver sales success.
What will SuMo deliver for me?
- a clean & healthy sales pipeline
- improved forecast accuracy
- accelerated sales performance
SuMo is in use by blue-chip organisations globally such as UBM, Vodafone, Roche, SIG, G4S, and Qlik.