how to use a sales contest to increase digital sales
TRANSCRIPT
Alina McComasVP/Senior Consultant
CO-HOSTS
Kim WoodenVP/Senior Consultant
Turning sales talent into sales performance
Why we're here: 1) Sales managers need better performance out of the team 2) Team needs a little extra motivation to reach a big revenue goal
3) There's just not enough new business
Almost 50% of sales reps fail to produce enough revenue to meet quota (CSO Insights)
44% of salespeople give up after one follow-up (Scripted)80% of sales require five follow-ups (The Marketing Donut)
1) Understand what you want to accomplish at the end before you start
Change in behavior when it comes to selling digital
Increase the activity level of the sellers
Revenue
2) Determine the details
Goalthink of the overall goal, goal by seller and smaller
goals based on length of contest
Leadership opportunities
Incentives
Theme
Time frame
3) Kick-off event
Training
Make sure all participants understand the expectations, rules
and dates of the contest
4) Build focus and accountability throughout the sales contest
Tracking during the contest
Meet regularly to discuss prospects and movement
5) Coaching
In the office and in the field
Look at conversion rates to determine where coaching is needed for each of the
sellers on your team
Continue training events – make them interactive and engaging
6. Post-contest
Examine results and tracking to determine the type of activity needed to drive results with each seller
Keep the accountability post contest… don’t let the sellers revert to bad behavior
Questions?
