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.
- Mid-stream bonus tickets
- 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!