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Sales Contest Success
September 22, 2008
Pointers to Follow, Pitfalls to Avoid
By Jeremy Cohen
So, you're itching to get a sales contest off the ground for your organization, but there's one slight problem: You don't have the slightest clue how to go about it. Luckily for Motivation Show attendees, help's on the way…and it's coming in the guise of Mike Ryan.
"In difficult times, probably more so than any other time, sponsors of sales contests definitely need to be certain that programs are meeting expectations, optimizing results and in step with the overall strategy of the firm," says Ryan, senior vice president of marketing and client strategy for Madison Performance Group. And in a must-see presentation Tuesday afternoon, he’ll be providing you with a blueprint for doing just that.
Ryan will touch on some of the critical points program planners must consider during the planning process, shedding light on how best to position rewards, motivate people in the field and give managers better pools to improve their coaching and mentoring ability. "It's really designed to help planners of contests build a stronger business case for their sales contest, and make it much more effective and relevant to where the organization needs to go," Ryan explains.
The true killer application, he emphasizes, is personalizing information for contest participants. "What a lot of organizations are doing is recognizing that, with the power of the Web, the value proposition—or the offer they can put forth—to a particular salesperson can be customized based upon where that salesperson is in the general ranking," he says.
"In other words, your offer and your tone is going to be different with top performers than it might be with middle performers, and certainly than it might be with people who are lagging behind."
Mike Ryan will be presenting at tomorrow’s session "The 1-2-3 on Sales Contests: What Works, What Doesn't."
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Sales & Marketing Management Magazine
This article is brought to you by Sales & Marketing Management, the leading authority for executives in the sales and marketing field.
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