How to Make Sales Contest More Effective
With just one question, you can verify just how experienced a sales manager is. The question is – “What drives team success more? Sales skills or motivation?” New managers will choose sales skills while experienced ones will go with the motivation.
Without any doubt, this is a reality that motivation is not just a little bit important. It is monumental in driving up the performance. The selling styles, processes, and methodologies of every individual can be different but the core sales techniques are same. It is more difficult to keep your team members uplifted, inspired, and engaged than teaching them how to handle their responsibilities or how to deal with a connected call. From a range of weapons, a well-oriented sales contest is the best.
6 most important elements of an effective sales contest:
1. Should be simple: The rules of your contest should be simple so that your salespeople can understand it easily. When it becomes complicated to understand how to win or who is at the first place currently, their interest in participating takes a hit.
What does a simple contest sound like? You can reward those salespersons who achieve their target in a specific time or you can give prizes to those representatives who enhance their call-to-demo rate by the maximum percentage.
The contest you make should be not more than two sentences. If you’re still confused or unsure about it, consult your senior salespersons for their advice or feedback. It will be really beneficial for you in the process. Only hold a single contest at a time. This will ensure your target of promoting without distracting your team members.
2. Turn it into a fun: Remember that your contest should include a fun element. A little bit cheerfulness can bring your salespeople close and can turn a boring competition into a memorable one. Get involved with your sales people to make them feel comfortable and encourage them in the process. It will make your team realize that you’re devoted to their success. You can conduct more fun events in your contests as well. For example, the winner can take everyone to lunch at a local restaurant.
3. Engage your salespeople in the planning process: Let your representatives decide what the prizes will be. Gather all in a room and ask them “Do you require a team motivation program”? The answer will be always YES. This strategy can make three effects:
a) Your representatives become more invested. A complete control over the main aspect of the competition drives buy-in from the beginning.
b) The reward should be always what you know they exactly want to have, not what you think they want.
c) Your salesperson will feel grateful and will appreciate your decision to hand over the wheel to them.
4. Make daily or weekly updates: Most of the people stay connected to a competition if they don’t have an idea where they actually stand in that competition. Stick to giving regular updates, depending on how fast the status of every salesperson changes with time.
Use a dashboard where every representative can check his/her status or progress whenever they want. Some sales people check it on the hourly basis; it represents how intent they are to being on the top. Use this tool as a motivator or keep your team up-to-date with the scenario.
6. Make positive and valid promises: Don’t ever make false promises. Like, don’t make any announcements regarding the prize you can’t provide. If you don’t deliver what you promised, it will make a bad impression on your salespeople. They will lose trust in you. Before making any announcement, think properly and then make your decision.
7. Distribute prizes ASAP: If you really want to appreciate your salesperson for what they did try to reward them as soon as possible. It will really make them feel happy and motivate them to do their job honestly and with more passion.
Set a deadline of prize distribution and remember it should be limited. Distribute the prizes as soon as a contest ends. If you do so, you can rely on your team for the next contest.
These are most popular guidelines to appreciate your teamwork and encourage them. If it happens, it means you will get better results vice-versa.