What do President’s Club and short track speed skating have in common? Nothing. From the moment a short track speed skating race starts the competitors are focused and intense, leveraging strength, speed and a great deal of strategy to win. From the moment President’s Club is announced the competitors…look forward to perhaps earning a spot on...Read More
Weight loss ads surround us, most of which insist a product – developed based on a scientific formula, of course – can melt away pounds and check off resolutions. The best part? The formula works for everyone. Or so the commercials say. We’re sorry to admit that one magic formula for designing perfect sales contests has yet...Read More
Having an opportunity to reflect on the past fiscal year within our business has been both refreshing and exciting, and many things crossed my mind. One of those included my conversations with clients around focuses within their sales organizations. An item that continued to come up in those discussions, besides “ I need my team...Read More
Sales competitions are designed to motivate and reward people for performing positive behaviors, but they should be used for more than that. They should be used for coaching, too. This month’s sales contest idea will allow you to do that. Build out the contest around prospecting calls and booking demos, and run it for a...Read More
As a sales manager, you’re continually helping your reps become more efficient in prospecting efforts to uncover a greater number of opportunities, providing guidance to move them swiftly through the pipeline and coaching during the negotiation process to win a higher percentage of those opportunities. Competitions can serve as a great stepping-stone to driving this...Read More
Ever run sales contests and notice that the same reps are consistently getting it done while others are consistently lagging behind? It’s no surprise that your best performers are your most competitive and will likely score high in any contest you run. One way to keep things interesting is to create an environment like this:...Read More
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