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Casual Articles - Sales Contests for Maximum Results
If you feel like you are in a dead-end job, or that your career is headed nowhere, then you need to focus on your career goal setting!Just like you make resolutions for New Years, you should make resolutions for your career too! To get the ball rolling, set yourself some short-term goals and then set out to achieve them. You want to be careful to set goals that are attainable, but that will also present you with some satisfaction when you achieve them. Make yourself a list so you can check off as you accomplish each goal.There are many different ways you can start to focus on your career goal setting. One of the most important ways is to set learning goals. You could achieve this goal by taking a class, attending a seminar, or reading some learning books. Educating yourself on new things will also increase your v
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes and experiences, (dinners, trips, etc.) pr
A business without succes in some degree is not good. Succes comes from either growth in the number of customers or in the numbers of sales you do per customer. Business Intelligence can assist a company to gain new customers and keep hold of old ones. And by keeping old customers longer time you earn more money from them because of more sales to them. Business intelligence can be shortened to BI.A definition of business intelligence is that it is a method of collecting information on your business. Information is enhanced into knowledge. Business Intelligence can present every business a precise idea of its customer’s requirements. Businesses that have huge amounts of information about their customer’s can take action upon that information. Businesses implementing BI add knowledge and understanding of a customer’s des
The standard contest runs something like this. They work and they don't work, at least the way most organizations run them.
- Management will choose a contest period, usually a month, a week or a weekend.
- Management will set targets based on the objectives of the organization.
- Management will choose the rewards.
- Management will post sales results where all the sales staff can see them.
- Management will run contest when sales are weakening.
- Management is promoting 'healthy competition' within the sales team.
Let's examine these elements and the possible consequences of them, shall we? Remember, it's not about whether these elements are right or wrong but rather whether they work or they don't work to get you and your organization paid in the long run and contribute to operating a sales floor at mastery.
Management will choose a contest period.
When the date and the duration of the contest is announced in advance, there may actually be a drop in business prior to the contest starting as some salespeople actively hold back sales in hopes of having that business qualify for the contest. Therefore, it would be beneficial to hold off on the announcement until the last minute if you run traditional contests. This is not possible, of course, if the contest is tied to an advertised sales event.
The end of the contest will also almost always guarantee a drop in sales as well, often to a level that is below average production because salespeople have been aggressive in beating the bushes to bring in that extra business.
Management will set targets based on the objectives of the organization.
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes and experiences, (dinners, trips, etc.) pri
Business document management historically has been - and in many quarters remains - a tedious process involving ranks of file cabinets, platoons of file clerks, hours and hours spent placing specialized paper business documents in storage and often, still more hours researching their whereabouts and recovering them when they are needed.Recent research indicates the magnitude of the challenge and cost:90% of typical office tasks revolve around paper gathering and distribution 15%of all paper handled is lost. 30% of knowledge workers' time is spent trying to find lost documents. Companies spend an average of $25,000 to fill a typical four-drawer file cabinet; $2,000 to maintain it each year Over the course of its life, a single piece of paper costs an ave
Let's examine these elements and the possible consequences of them, shall we? Remember, it's not about whether these elements are right or wrong but rather whether they work or they don't work to get you and your organization paid in the long run and contribute to operating a sales floor at mastery.
Management will choose a contest period.
When the date and the duration of the contest is announced in advance, there may actually be a drop in business prior to the contest starting as some salespeople actively hold back sales in hopes of having that business qualify for the contest. Therefore, it would be beneficial to hold off on the announcement until the last minute if you run traditional contests. This is not possible, of course, if the contest is tied to an advertised sales event.
The end of the contest will also almost always guarantee a drop in sales as well, often to a level that is below average production because salespeople have been aggressive in beating the bushes to bring in that extra business.
Management will set targets based on the objectives of the organization.
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes and experiences, (dinners, trips, etc.) pr
Customer service is important in any business, we all know that and there can be no relevant debate. However what about the groups that the businesses all belong too? What about the Industry Associations or those small business chambers of commerce in each town; do they give good customer service? Should they? Do they have that as part of their mission statement? Sure their vision statement includes supporting their members, but do they give them good customer service.Recently I was in North Carolina and I talked to a regional Chamber of Commerce and we discussed how their Chamber of Commerce was better than other regional Chamber of Commerce is across the country. She was the director of membership and she told me that sometimes there was not the participation that they had hoped for from some of their top businesses
Management will choose a contest period.
When the date and the duration of the contest is announced in advance, there may actually be a drop in business prior to the contest starting as some salespeople actively hold back sales in hopes of having that business qualify for the contest. Therefore, it would be beneficial to hold off on the announcement until the last minute if you run traditional contests. This is not possible, of course, if the contest is tied to an advertised sales event.
The end of the contest will also almost always guarantee a drop in sales as well, often to a level that is below average production because salespeople have been aggressive in beating the bushes to bring in that extra business.
Management will set targets based on the objectives of the organization.
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes and experiences, (dinners, trips, etc.) pr
“Networking” has become one the sales bywords in recent years. Many will tell you that the key to building your sales is to “network” effectively. There is no question that building a strong network can be incredibly helpful to your sales efforts. Nevertheless, many people in sales face the same difficulties in networking that they face in cold-calling. It sounds great, yet for some reason they just don’t seem to be able to do it effectively. Let’s look at some of the factors and see if we can debunk some of this.Exactly what is “networking?” The first thing comes to mind for many salespeople is that networking about finding customers without having to make cold calls! A common perception is that networking means going to a lot of events, meeting as many people as you can (also called “working the room”), handing
The end of the contest will also almost always guarantee a drop in sales as well, often to a level that is below average production because salespeople have been aggressive in beating the bushes to bring in that extra business.
Management will set targets based on the objectives of the organization.
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes and experiences, (dinners, trips, etc.) pr
Have you ever thought about where you want to live if you win the lottery? I have, my cottage is all picked out on the Island of Kauai, North Shore. My backyard would be this little cove with miles of open beach. I can smell the salt air and hear the waves rolling on the sand. I can picture myself like a Corona commercial, sampling a beer and basking in the warm afternoon sun. My feet are enjoying the coolness of the water and my stress free life is . . . STOP. Did you escape with me for a few moments? I used all my senses to escape to my dream cottage.Creating a strong, vibrant image of our dreams is important and we must have a vision of success. We should be able to see, feel, hear, touch and smell our dreams. In sports, professional athletes see their shots reach their mark before they shoot. If you watch golf, you
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes and experiences, (dinners, trips, etc.) prizes do work with many but can actually de-motivate some people who do not want or need the prize. Cash works for others.
Management will post sales results where all the sales staff can see them.
This may be convenient for management perhaps and may be considered a motivator by many managers, but it is potential poison on the sales floor. For everyone who is in any position except first place in the contest, this can have the same psychological effect as management criticizing a salesperson in front of another employee.
Management will run contests when sales are weakening.
This happens seasonally in many businesses. Since management often puts on contests in response to seasonal downturns, many salespeople will withhold business in anticipation, much like when a contest is announce with too much lead time.
Management is promoting 'healthy competition' within the sales team. Every sales team has its range of performers. As a result, the outcome of many contests is known before it even begins. I have witnessed an actual fist fight take place on a sales floor based on contest competition. I have also seen salespeople actively work to sabotage another salesperson's business during contests. Somehow this does not seem healthy to me.
Now let's consider an alternate strategy, the 'Sales Contest at Mastery' strategy.
Management will choose a contest period.
Unveil the start date at a special meeting or with a memo as close to the contest as possible. Keep the end date secret. Decide on it. Write it down and seal it up so it can be revealed to all at the end of the contest. This keeps the sales staff in a constant state of performing rather than running on cruise control at various times during a long contest. Try
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