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How often do you run promotions/contests for your inside sales team?
We've been doing contests on a monthly basis for our inside sales team, but I'm finding that they're no longer motivated by the prizes. The same people keep winning, so many of the reps just don't care. Would it be better if we only ran contests a couple of times a year as opposed to every month? Would people be more motivated by better prizes?
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1 Answer
Keep up the cheerleading spirit and don't give up. Motivating salespeople requires constant attention and creativity. Money is definitely not the only motivator. When contests and incentives get stale is when we haven't done a great job at
understanding the team morale, clearly communicating the goal, set time estimates, come up with a creative theme,
clarified the rules, created a good reward structure,identified a strategy, pursuaded the team on it's value.
Also, you need to decide on what behavior you would like to change, improve, promote, see more of. Is it:
To encourage a high call volume
To increase sales within a given time period
To increase multiple sales
To promote a particular product
To sell specials
To get referrals
To launch a new product line
To open new accounts
To cross-sell
To increase order size
To get a jump on the competition
To hit quota
Lastly, there is a great book written years ago by Valerie Sloane on running contests that is a "must-have" let me know if you can't find it and I can dig it up.
Best of luck-
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