This is the first edition of “What’s Better?” Each post in the series will bring questions and proposals I hear from the field directly to you! I will highlight a specific objection or proposal I hear on the idea of sales gamification and then explain the best approach. Okay, so: What’s better? Dashboards –...Read More
Being in the business of sales contests, we’ve seen the good, the bad and…you guessed it. Of course, all kinds of happenings fall into the latter category; among them sit four crucial mistakes that happen way too often. Don’t stress, though. We wrote an eBook so that whole “way too often” thing won’t happen on your watch....Read More
How many times have you launched a sales contest and then watched your team’s engagement drop because nobody knew where they stood? We know, we know. With so much to manage each day, it’s easy to let contest communications fall farther and farther down your to-do list. Doing so jeopardizes your contest efforts, though. Why...Read More
A study by The Sales Management Association revealed that sales leaders simply don’t spend enough time “in the trenches.” In fact, across every level of sales management, leaders surveyed spent more time with other internal functions than with customers or channels. Can you relate? If so, there’s a good chance that, like many sales leaders,...Read More
People who don’t run sales contests tend to wonder whether doing so might demotivate poor performers. Won’t landing on the bottom of a leaderboard harm morale? In some cases, it can. In the cases of well-designed contests, though, it will drive motivation. If you pay attention, examples of this are everywhere. Just take what happened...Read More
In this scene from Old School cheating is funny: But when it comes to sales contests, cheating is no joke. When offering a prize on top of a contest, there’s a lot of pressure to ensure accurate results – to make sure the right person gets the incentive. And even when offering nothing more than a...Read More
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