A Sales Contest Happy Ending (Part 3)

This part is the very best. The contest was a huge success. My friend who had encouraged me to run the contest had also promised me an effortless answer to my sales-meeting-blues. He was right! I didn't have to say anything disciplinary to get everyone, and I mean each-and-every AE, in the conference room both early and waiting like eager beavers.

However that was really just the gravy! The real win was the sales increase we accomplished with the contest. If I didn't experience it for myself, I would have never believed the results we attained. Nearly 2/3rds of the AEs hit the top level, and all but a few reached one of the other two levels. Let me translate what that meant in return on the investment terms: $4 to $1.

I can now call myself a believer in sales contests. I run a contest (with a new theme and different objective) at least three to four times a year. You will have fun, your AEs will thank you, and your leadership team will be singing your praises!

Download your FREE copy of the eBook "Sales Contestology, 7 Step Guide to Contest Design" (You are welcome to pass this free offer to your friends and colleagues too).

The Sales Contest Big Announcement (Part 2)

Finally, the morning came when I was to announce the sales contest. Two other people on my management team and I came in early to decorate the conference room with balloons, streamers, and confetti. At each cubicle I put a mouse pad on the desk, which was imprinted with the contest’s name. I even provided a breakfast spread that was ready when the AEs arrived. The excitement in the air was almost awe-inspiring.

I began my presentation by saying, “In this contest, there will be no losers. Everyone will win!” I can’t think of the right word to describe their faces. It wasn’t surprise or bewilderment, it was more like, “Ohhh-Kay….what’s the catch?”

I said “I know what you are thinking and there is no catch. I simply want to give everyone the opportunity to receive a prize for their performance, and here is how it’s going to work.”

I explained that there were three levels of performance, each level equated to an incremental increase percentage over their monthly sales goal and that, based on what they sell in the next 30 days, would determine their reward.

At this point my assistant pulled down the screen, dimmed the lights, and turned on the projector. When the anticipation was at its peak I revealed the website which pictured all of the prizes. There were over 100 brand-name merchandise items at each of the three performance levels.

Just then, one of the senior AEs (whose performance had been slacking lately) said, “Can you click on that top level? I want to see what I am going to win.” That’s all it took. After he made that comment, the room erupted into a collective roar and challenges were being tossed every which way. I couldn’t have scripted it better.


(To be continued Next week) But to see how you can implement this sales contest on your own, Download your FREE copy of the eBook “Sales Contestology, 7 Step Guide to Contest Design” (You are welcome to pass this free offer to your friends and colleagues too).


A TRUE BELIEVER: A Sales Saga with a Happy Ending! (Part 1)

I thought you might relate to this story . . .

Typically before starting a sales meeting, and prior to diving into the housekeeping issues, I have to stand there waiting for latecomers to drag in, nudge people to stop cur-chunking on their BlackBerry® and have the wonderful pleasure of looking at "less-than-enthusiastic" faces staring back at me. If you have ever run a sales meeting, then you can picture the scene vividly, can't you?

I want to share with you how one week's meeting got some astonishing results that have changed everything ever since. When the meeting began, I stood up and made an announcement that caught everyone by surprise. I announced that very soon I would be running a Sales Contest. I didn't say much more than that on the topic.

When questions started flowing in, I simply said, "I will provide all the contest details, and answer your questions prior to next week's meeting. If you are interested, be here fifteen minutes early."

The entire next week was a lot of fun for me. Let's just say that the rumor mill was cranking! Each day Account Executives were taking guesses at what I was going to announce. I heard conversations in cubicles, emails were being circulated, and there may have even been a wager pool running.

(To Be Continued Next week) — To find out more about the Sales Contest Download your FREE copy of the eBook "Sales Contestology, 7 Step Guide to Contest Design" (You are welcome to pass this information with the free offer to your friends and colleagues too).

The book you’ve been looking for, it’s Free

If you read my last blog post you know that I wrote about an exciting ebook on sales contests. When most people think of a sales contest they think in terms of winners and losers. A business associate of CEShoppes, Mark Repkin, wrote a powerful book on how to put on a sales contest where there are only winners!

Most people define "contest" as a competition, usually but not always based on skill, awarding prizes to a limited number of winners and offering nothing to the vast majority of participants. That type of contest is the most common, but it's NOT the most effective way to motivate behavior within a sales force or sales channel. Winning and losing suggests an element of chance. In order to be effectively motivating, a contest must reduce or eliminate chance or luck from the equation. Attaining rewards must be based on the performer's own ability to exceed a predetermined goal.

The eBook, "Sales Contestology, 7 Step Guide to Contest Design" is an easy read with some great graphics. It provides practical advice on designing and implementing a sales contest to drive results.

You can download it FREE from our CEShoppes website – just click here:

Let me know what you think.

P.S. Since the authors are only allowing us to share this for a limited time, grab it now while it's FREE!

P.S.S. If you think that one of your colleagues or friends would benefit from reading this eBook, you are welcome to forward this email to them with compliments of CEShoppes. 

Sales Contest Hands Free Marketing Program

As a sales leader your primary responsibility is to drive sales revenue. Bottom-line-you need to "hit the numbers."

Of the many tools and techniques available for achieving sales results, the sales contest is a popular and effective option. Running a sales contest not only energizes your sales force-it quickly boosts sales and profits.

A business associate of CEShoppes, Mark Repkin, has just written an eBook which answers the question, "How do I design a sales contest that actually works?"

SalesContest Normally the eBook sells for $24.99, but you can download a complimentary copy absolutely FREE!

Click here to get your free copy of "Sales Contestology, 7 Step Guide to Sales Contests"

This is a "Don't Miss" opportunity that CEShoppes' only sharing with select customers and business associates. This eBook provides practical advice on designing and implementing a sales contest to drive results and meet your organization's goals.

Since the authors are only allowing us to share this for a limited time, grab it now while it's Free!

Below are some sales experts' comments about the eBook…

"If you're a sales leader looking to provide focus and sales force motivation, Sales Contestology is a must read."
Tom Searcy, Author of Whale Hunting: How to Land Big Deals and Transform Your Company

"Mark and Marci succinctly capture the essential principles of a sales contest which supports both sales force motivation and marketing ingenuity." John Fox, author of Marketing-Playbook: The Definitive Guide to B2B Marketing

"Over the years I have seen too many sales leaders attempt, in a rogue fashion, to design a sales contest with little or no guidance. This eBook is concisely packed with solid advice for designing effective sales contests that work!" Joseph S. Laipple, author of Precision Selling: A Guide for Coaching Sales Professionals

Download your Free copy of "Sales Contestology, 7 Step Guide to Sales Contests"

P.S. If you think that one of your colleagues or friends would benefit from reading this eBook, you are welcome to forward this information to them with our compliments.

The No. 1 problem facing Sales Teams; and what you can do about it

Click the link to read the full article. I thought this was very interesting. YES, it is hard to get qualified leads. The No. 1 problem facing Sales Teams-; and what you can do about it.

 

The Man Who Sold Hot Dogs

Recently, a vendor of ours who makes metal bookmarks, die cast pins, ornaments and more, sent us a simple reminder to keep on marketing no matter what is going on around you. In a very simple cardboard folder was a small metal bookmark, etched and painted with a man selling hot dogs out of a cart. It came with a printed message inside the card that leaves a very powerful message – the story goes like this:

 

There was a man who lived by the side of the road and sold hot dogs. He was hard of hearing, so he had no radio. He had trouble seeing, so he had no newspapers. But he sold good hot dogs. He put up signs on the side of the highway telling how good they were. He stood by the side of the road and cried “Buy a hot dog, mister” and people bought . . . and bought often. He used promotional products to compliment his advertising. He increased his meat and roll orders. He bought a bigger stove to take care of his trade. He finally got his son to come home from college and help him out. But then something happened.

 

His son said: “Father, haven’t you been listening to the radio? There’s a big depression coming on! The European situation is terrible. The domestic situation is even worse!”

 

That made the father think: “Well, my son has been to college, he reads the papers and he listens to the radio and he ought to know.” So the father cut down on meat and roll orders, took down the advertising signs, stopped using promotional products and no longer bothered to stand on the side of the road to sell his hotdogs. Sales fell fast, almost overnight.

 

 “You’re right son,” father said to the boy. “We certainly are in the middle of a great depression. There just isn’t any business. No one even comes by anymore!”

Ways Your Business Can Save Money

Reprinted
from http://www.SmallBusinessNewz.com
|  By Abby Johnson, Staff Writer

Every business likes to save money,
but when it comes to what
should be cut to save the money; many businesses are at a loss. So, before you
make the difficult move to cut budgets and maybe even staff, think about ways
you can cut your office expenses.

As pointed out in this video,
you would be surprised at how much money can be saved just from your office
alone. Business consulting expert
Ken Gaebler of Gaebler
Ventures
said that office expenses can amount up to as much as 5 percent of
total revenues for small businesses.

He went on to say, "Every
dollar you save on office expenses is a dollar that can be used to grow the
business."

In order to cut your office costs, you should consider operating virtually
as much as possible. The Internet provides numerous ways to communicate, which
makes the idea of running a business virtually feasible.

Secondly, try
re-negotiating your lease
. Since office vacancies are currently
on the rise, landlords are willing to be flexible to keep their tenants and
keep them happy.

Thirdly, you might want to think about sharing
your office space
with another business. This could also be an
opportunity to increase your sales by working closely with a complimentary
business.

 

The
fourth way you could reduce costs is by utilizing
economic development zones
. Some communities have these areas
which offer tax deductions along with other perks. If your town does not have
these zones, contact your city officials.

Lastly, you could try finding
short-term rentals
. The advantage of short-term rental
properties is that they eliminate being locked into a long-term contract. If
you have a week-to-week or month-to-month agreement, you wouldn't have to worry
about your contract if you needed to take a drastic measure, such as
downsizing.

You can also cut costs by utilizing used furniture and using energy efficient
light bulbs. In addition, businesses can save on printing, ink cartridge,
postage, and telephone expenses by enforcing electronic communication and
storage.

Businesses Increase Capital Investment Plans

As the economy continues to improve, an American Express OPEN survey shows nearly half of all business owners are planning to make capital investments in their companies. According to respondents, the focus of their capital spending will be on technology, including updated computer systems and software. Additionally, 28% of those surveyed reported that they expect to hire new employees this year, up from 23% last fall. However, most business owners are only looking to hire part-time employees or freelance help.

While business owners appear willing to invest in upgrades, they remain pessimistic about a rapid economic recovery. Roughly 30% of respondents feel the economy is negatively affecting their business, while only 18% believe the economy is actually improving.

Two out of three business owners surveyed say the economy has forced them to cut costs, while 70% of respondents acknowledged plans to exact cost-cutting measures in the next six months. About 40% of those surveyed say the economy is keeping them from spending money on advertising and sales. Finally, the youngest entrepreneurs are the most hopeful right now, with 72% of business owners aged 19 to 29 saying they feel optimistic about their business prospects and the economy.

Reprinted from ASIpromogram 04/22/2010