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From Sales Contests That Motivate

Here you will find sales contest ideas to help motivate your sales representatives, phone room staff and everyone else involved in making money in sales!

Boost Your Sales Campaigns With Social Media

using social media for sales contests

Are the regular leader boards and contest boards feeling old and stale? Try adding social media (like Facebook, Twitter, etc)

If your company or department doesn’t have a Facebook and Twitter page, you’re missing the boat!

This is a quick, easy and best of all FREE way to promote your current contest campaign. Let’s say you have XYZ campaign going on… Each time someone reaches a milestone like a completed presentation or a delivered sale, it only takes a few clicks of the mouse and typing a few words to not only promote your contest or sales campaign but most importantly provide recognition to your sales person.  This is far more important to your sales force than you may realize!

As you know, sales people thrive on positive recognition. The more positive recognition we as managers and business owners can give to our sales reps, the better. Of course, our sales men and women love to earn plaques and awards for being to “top dog” but the little things we do to show that we notice them go a long way and social media is a great way to do this without spending a single penny.

Social media is such a powerful (and again FREE) way to promote your contest and also your business!

Almost every day, one of our reps will “share” our Facebook post on their personal Facebook wall. Think about it. Of course they are… We are bragging on them! They want their friends and family to see that they are doing great things! Not only is this a plug for them, it is also a plug for your company!

You’ll know your social media efforts are worthwhile when you have days like I do. I get texts and phone calls from all over our territory telling me what they have accomplished. Yes, they want my approval but most of all, they want me to put it on Facebook. I manage a sales team of approximately 50 people but our territory has about 200 awesome people. I automatically put “my” team’s successes and contest progression on Facebook but since they whole territory knows that I manage our company Facebook page, they are sure to text me right away with what they have achieved because they know it will be on Facebook within 5 minutes, regardless of the time of day.

Funny enough, I am typing this at 7:30 at night. I am off of work. All of our sales calls are completed for the day. As I am writing, I get a text from a sales person who is in my territory but doesn’t work at our office. He got a sale. Why would he let me know that this time of day? He knows it will be on Facebook.  That’s powerful.

Even though I am at home and off the clock, I make sure to take a second and put it on the company’s Facebook page. It is totally worth it.

Try this simple, easy and free way to promote your current sales contest and let me know how it goes!

Most importantly, HAVE FUN!

Fun and Funny Holidays Your Company Can Celebrate

Fun and Funny Holidays Your Company Can Celebrate

People like to have fun. Sales people like to have even more fun!

What’s more fun than celebrating some obscure holiday nobody even knows about? I mean, Christmas and Easter are easy to create sales contests around but what about my personal favorite Talk Like a Pirate day? It is traditionally celebrated on September 19th. Imagine your sales people going around the office talking like a pirate! Too funny!

On a more practical note, you could encourage your guys to contact all of their sales leads that start with “arrrrr”. It’s all about having fun!

Here’s a list of some other obscure and fun holidays your sales team can have fun with:

January 19th – Popcorn Day
Have your sales guys offer a free bag of microwave popcorn to your customers to celebrate the holiday! I promise, your customers will get a kick out of it too! Plus, they get to have a snack on the house! Or how about a freshly popped bag of popcorn for every customer that comes in that day?

February 26th – National Pistachio Day (its nutty!)
Have your sales reps follow up with their “nuttiest” customers! How about getting your sales reps to “get out of the box” and do the scariest thing they can think of when it comes to sales? Maybe have them go completely “nuts” and challenge them to knock doors?

March 14th – National Pi Day
Contest your telemarketers to make 314 phone calls. Challenge the whole sales team to bring in 314 sales leads. Bonus sales that have the number 3 1 and 4 in them. The possibilities are endless! Have an actual pie at the end of the day for the sales people who rose up to the challenge. Everyone loves pie!

April 13th – Scrabble Day
Have each sales person draw a scrabble tile. Whatever letter they draw, they target prospects beginning with that letter. I pity the poor guy who draws a “Z”. If someone draws a blank tile, they get to pick whatever letter they choose! You can find extra scrabble tiles at Aamazon.com here( Scrabble Tiles (100 Letters Tiles))for less than five bucks.

May 11th – Twilight Zone Day
Twilight Zone is the “5th Demension” Use this to get your sales team to do something “weird”. Maybe you could have them go out of their “zone” and do something that makes them uncomfortable like making phone calls or go cold calling. Contest the weird activity!

June 18th – Go Fishing Day
What a fun holiday! You can use this to have your dealers go “fishing” for new leads! Each fresh “fish” could be a $5.00 prize. What if you have your sales team go “fishing” through their sales leads and each appointment set is a prize? Have your sales manager dress up in fishing attire!

July 21st – National Junk Food Day
This can be fun in so many ways! How about offering your potential customer a free bag of chips (in celebration) just for setting an appointment? You could reward each sale made that day with a big order of nachos from the nearest Mexican restaurant. How about a pot luck junk food party? Each sales person could bring their favorite junk food and everyone shares after your daily sales meeting. Definitely a winner in my book!

August 27th – Just Because Day
This is the day your guys get to do what they want… Just because! It could also be the day YOU celebrate your favorite thing “just because”! A great way to celebrate this day is to donate a certain amount (maybe 5% of the sales total) to your sales people’s favorite charity for each sale made that day “just because” you care. People are more likely to do business with your company if they know you care about charitable organizations.

September 1st – My Birthday (also the 22nd is Elephant Appreciation Day, no relation)
How about free tickets to the local zoo? What about challenging your sales personnel to take on their “biggest” client and land a big sale? A prize for the biggest sale made that day? This is one you can surely have fun with!

October 5th – Do Something Nice Day
This is a great one! Who doesn’t want to be recognized for doing something nice? This would be a great day to have your sales reps write thank you letters to their last 30 customers! You could offer a special “Do Something Nice” discount for your customer’s for that day. Another idea is to have a drawing for each sales rep that completed a sales call to be in a drawing. You draw out one sales persons name and give that person a free gift applicable to your business. What about a free tank of gas or a free dry cleaning? Little things go a long way with contests like these.

November 6th – Marooned Without A Compass Day
I am in love with this one! Have a sales meeting and have all of your guys imagine what it would be like to be stuck in a strange location without a compass and their objective would be to make sales happen in order to be to be rescued. What is the one thing they would want to have with them?? Is it fresh leads? A good phone script? A hot prospect? This makes such a good sales meeting!

December 7th – Letter Writing Day
Actual written correspondence has become a thing of the past. The benefit to us sales people is that it is now almost guaranteed to be read. Think about it. We all get those emails we just delete and that junk mail we throw away. When we get an actual hand-written piece of mail, we open it!

Have your dealers write 10 actual letters to potential or past prospects and watch them get results! Make sure you cover the postage too!

Have you had fun reading through some of the crazy holidays we have? I know I had fun researching them! Believe it or not, there are literally hundreds of more crazy fun holidays! Make the most out of all of them!

The Power of a Punch Card to Increase Sales

The Power of a Punch Card to Increase Sales

Have you ever been to a barber shop or a smoothie place and they offer you a punch card for repeat business?  I don’t know about you, but I keep quite a few of them in my wallet.  I have one for a local nail salon, another for a make-up store, yet another for an oil change spot and I keep coming back again and again to get another punch on my card so I can save a nominal amount the next time I spend money with them!

Punch cards are tangible objects that your sales force can use to measure results!  Use them!  They work!

We just recently implemented punch cards again (we discontinued them for a few years) and within two weeks we saw measurable increases in sales and sales calls!  The results were virtually instantaneous!  It was amazing to see our sales representatives doing the things they needed to do in order to earn a punch on their card.

 Make qualifications relatively easy to achieve so they will be excited about completing all of the punches!  

For our company, we had three different ways to earn a punch.  You may be surprised that NONE of them involved actually making a sale.  I am a firm believer in the theory that if you do what it takes to make the sale (generate leads, phone calls, etc) the sales will happen.  With that in mind, we concentrated on activity required to make the sale.

You may want to make your qualifications to earn a punch phone calls or appointments scheduled. 

Our particular qualifications are:

  1. 10 qualified leads gained from a prospect
  2. 10 cold calls to potential prospects
  3. 1 appointment completed that was gained from either of the above

In our case, it is just a matter of getting qualified sales leads or completing qualified appointments.  We know that these things will ultimately results in sales and revenue for the company.  Knowing that, the qualifications for earning a punch card will result in more sales and more revenue.

Our punch cards take ten punches to pay out.  The reward is roughly $25 of product they can use to sweeten the deal on sales calls or to use personally.  This makes this a win/win for us! Not only are our guys trying just a bit harder to do the things that it takes to make sales happen, they are given “free” products that help make even more sales happen!  Not only that, the customers like to help the sales people earn more punches on their cards!

 Your representatives can use the punch cards to entice our customers to help!

If done properly, your sales representatives can use the punch cards to get your customers to help them earn more credits!  Train your sales people to show your customers your punch cards.  If your sales people have made friends with their clients (lets hope they have!), your clients will want to help your sales people earn bonuses and punch cards are the perfect way for them to help!

The cards are very affordable.  You don’t have to spend a ton for them to look top-notch.  Personally, I use Vista Print for our cards at the office.  For $20 plus shipping, we have earned literally THOUSANDS in the first two weeks!

You will be surprised at how well the punch cards work and how excited your sales team will be to participate in the promotion provided that the prize they win once the punch card is complete is good enough.  You don’t have to spend an arm and a leg for this to be a success!  Just think of how little the payout is for the ones you carry in your wallet (free oil change, free smoothie).  Are you as shocked as I was when I realized how much I value those cards for how little they are actually worth when cashed in?

Vista Print has a very user friendly interface to create your own cards.  Within 10 minutes, my order was completed and the cards were on the way.  Within a week, I had them in my hand (I am not affiliated with Visa Print in any way, I just highly recommend them).

Give it a try and share your results!

Good luck and have fun!

 

Boost Your Sales Contest With Bonus Entries

Boost Your Sales Contest With “Bonus Entries”!

This is an easy and, best of all, free way to give your sales contests a proverbial shot in the arm when the initial excitement has worn off.  You can also use bonus entries to get your sales representatives to do a little extra that they normally wouldn’t do.

This simple contest booster will not only help you generate more sales, it makes it more fun for everyone!

There are many ways to use “bonus” entries into any contest but for now, we are going to  focus on the two I use most often and with the most results.

  1. Mid-stream bonus tickets
  2. Extra effort bonus tickets

Mid-stream bonus tickets:

Maybe you have a quarterly sales contest in where your sales representatives have the chance to win a cruise for two.  You’ve done all the groundwork to make sure the contest kick-off went well.  You decorated your sales meeting room with fabulous posters explaining the contest and each of your sales representatives has a contest flier that tracks their progress.  You even have your contest board up and update it daily so everyone can see their progress.  Slowly, you start to notice that your sales team isn’t as excited as they were when you first kicked off the contest.  What do you do?  That’s when bonus entries come into play!

Typically, for a quarterly contest, the first month and sometimes even through most of the second, I find the excitement level of the guys to be pretty good.  Usually, by the third month, the majority of them have lost the “oomph”.  It is easy to get it back up just by giving them double credit for the last month of the contest.  You can also have certain days that are usually not big producers and give them triple credit for those!  Make a big deal out of those bonus entries and be sure to point out that this gives the ones who had fallen behind a little bit a way to catch up quickly!

Not only do you have newly motivated sales people, you have more sales!

 Extra effort bonus tickets:

Every sales company is different but they always have the same problems (and usually the same solutions!).  I don’t know what your particular industry is, but I do know that there is that one thing that your sales people just don’t like to do.  For my industry, it is what we call “customer follow up”.  They HATE following up with their sales.  They have made their commission and have moved on to the next sale and fail to see the importance of following up with past customers.  For my particular industry, I may put up a regular sales contest but give bonus entries for every prior customer they successfully follow up with.

What is a small, relatively easy thing for your sales representatives to do that they consistently avoid?  How big of an impact would your business have if they did it?  How HUGE of an impact would it be if they were to accomplish it without being told to do it and they did it with a smile on their face and with purpose?

 That one simple thing could have a HUGE impact on your bottom line!

To implement this, add bonus tickets or entries to your regular sales contest.  For maximum impact, use this method only on your short-term contests like daily or weekly.  I have found that they don’t continue to motivate people on a monthly or quarterly contest.

To make those bonus entries even more special, use a different color raffle ticket or some other way to designate that those entries were for the “bonus” efforts.  That way they can see how much those bonus entries really mean to them and their chances of winning the contest.

The great thing about the “extra effort” bonus entries is that you can use it to fix whatever your sales team needs help with NOW.  The effects are immediate!

Always remember, have fun!  Sales is just a game, play to win!

 

Motivate Your Sales People With Individual Challenges!

Motivate Your Sales People With Individual Challenges!

We all have that salesperson who is amazing when they are motivated and “on” and who just lazes around once they get some money in their pocket.  What can you do to get the guy with all the talent and skill but none of the motivation to get off their butt and DO SOMETHING?  How about an “Individual Challenge”?

 Individual challenges are unique in that not only do they motivate the salesperson, it is also a form of positive recognition. 

Here’s how it works:  Look at what your super star is CAPABLE of…  Don’t look at their best month or their best week but look at your numbers to see what you think that sales person could do if given the right motivation.  Once you have done that, come up with a budget you can live with and a reasonable time frame (I suggest one month).

The next thing to do is meet with that salesperson, one on one.  Make sure this meeting is very light-hearted and friendly, perhaps even a lunch meeting.  Find out what their goals are for the next time frame you have previously decided.  More than likely, they don’t have any goals at all!  Since you just looked at the numbers, you should be able to come up with a reasonable goal that is a bit of a stretch for them but still remains attainable.

Once you both have agreed on what a “reasonable” goal is for the time period, ask him or her what it would take for them to go just a little more and exceed those goals.  At THIS time, let them know you would like to arrange a PERSONAL CHALLENGE just between you and them.  From talking with them, find a prize that is both within your specified budget and something they really want.

Let’s just say your budget for that one person for the month is $300.00.  If you’ve followed my advice, you will know what your budget is before you have even met with your representative.  During your meeting with your potential super-star representative, they mention they would really like to have the latest and greatest gaming system.  Assume that gaming system retails for $250.00.  That leaves you with $50.00 extra dollars to really entice them to carry out the challenge.

The conversation might go like this:

Manager – “Billy, I know you’ve been hitting XYZ numbers but I feel like if you really push yourself, you can exceed that by 10%”

Billy – “You’re right, I probably could”

Manager – “Well, Billy, to be honest, I have thought of putting you in a special personal challenge.  If I were to do that, what would you want to earn as a prize?”

Billy – “You know I’d really love to have a Super Duper Gaming System.  At $250.00, it’s hard to justify spending that kind of money”

Manager – “I tell you what, Billy, if you hit XYZ numbers, not only will I give you that gaming system, I will also throw in a $50.00 gift card to the game store!  That should give you a little extra towards buying the game you want!”

That’s it in a nutshell.  It is simple and easy and your representative gets to pick whatever cash or prizes motivates them!

Make sure you keep the challenge between the two of you.  This is not a contest you want to broadcast until your sales person has earned it.

At the end of the challenge, if your representative has earned the bonus, THAT is when you want to promote it.  At the VERY NEXT sales meeting, make a big deal that you have put “Billy” in a personal challenge and reward that representative in front of everyone.  This way, next month (or time period), you can put a few guys in their own personal challenges and they will work really hard to get the recognition that “Billy” got last month.

If your chosen sales person didn’t reach the goals you put forth, meet with him or her again to reassess their goals and put them in yet another personal challenge.  You’d be surprised at how much activity you will gain from that personal recognition of what each one is capable of.

Good luck and have fun!