Many go with the classic sales contest when it’s time to close more deals. Points for wins.
Don’t get us wrong, this type of contest has some power to it. But sometimes, it takes motivating the behaviors that lead to sales to really crank up revenue.
Does getting your team in front of prospects more lead to higher wins? Build competition around face-to-face meetings. Is it advancing opportunities to a certain stage in your sales cycle? Give points for getting prospects to that point.
Kelly Services can attest to this. They ran a contest around quick wins and saw the value of their deal sizes go down. Then they ran a contest around face-to-face meetings. The result? $5.8M in additional revenue.
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