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.