With economic turbulence and drastic changes in work environments, your gross sales crew is probably going burnt out right now. A well-designed gross sales contest is without doubt one of the finest instruments in your arsenal to fight this burnout.

Protecting your crew members engaged, motivated, and impressed is usually far trickier than instructing them what to say on a join name or in a prospecting electronic mail. Take a look at this record of gross sales contest concepts and execution to inspire your gross sales crew and make promoting enjoyable once more.

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Desk of Contents

15 Participating Contest Concepts

Listed here are 15 of our greatest gross sales contest concepts to check out in your workplace — whether or not in individual or digital. Many of those gross sales contests will be run concurrently or inside the identical interval.

Professional tip: Use a number of contest concepts throughout the 12 months to permit salespeople with completely different abilities to get a second within the highlight.

1. Day by day Prizes

Run a every day gross sales contest and provides away a every day prize. Every day may have a purpose (e.g., most calls on Mondays, greatest sale on Tuesdays, and many others.), or you would run the identical contest every day and reward every winner with a every day prize.

Professional tip: Create an environment of enjoyable surrounding every day prizes by having a drumroll or hype track earlier than declaring the winner.

2. Salesperson of the Month

Salesperson of the month is a typical gross sales contest. Select a high salesperson, both quantitatively by most gross sales or greatest deal or qualitatively primarily based on the supervisor’s selection. They’d then be Salesperson of the Month and obtain a recurring prize.

Professional tip: Convey up the present salesperson of the month topically in conferences (with applause) to each acknowledge their efforts and encourage participation.

3. Conversion Contest

Run a gross sales contest to reward the salesperson with essentially the most lead-to-customer conversions. You might reward this winner every day, month-to-month, or quarterly.

Professional tip: Strengthen your advertising and gross sales alignment for this contest so your gross sales crew can entry and convert any marketing-qualified leads (MQLs).

4. Upselling or Cross-Promoting Contest

This contest rewards the salesperson with the most important or most vital upsell or cross-sell. This encourages your gross sales crew to search out alternatives to make extra gross sales with present clients, comparable to extra software program or a bigger subscription plan.

Professional tip: Often focus on new techniques to upsell and cross-sell, letting your gross sales workers share success tales so everybody can study.

5. Retention Contest

Just like the earlier two contests, a retention gross sales contest rewards the salesperson who’s retained essentially the most clients or maybe has the longest-running buyer for the month, quarter, or 12 months. This encourages your gross sales crew to spice up your buyer retention and, due to this fact, your ROI.

Professional tip: Take a look at this article on retention methods and share it along with your gross sales crew.

6. Buyer Critiques

This contest is just a little completely different from the others on this record. A gross sales contest centered round buyer evaluations basically rewards the salesperson with essentially the most or most constructive buyer evaluations.

Assessment contests are a bit extra concerned, as they require your gross sales crew to ask for buyer evaluations after gross sales calls or conferences. However this generally is a good factor — it encourages your crew to gather dwell suggestions and study extra about their clients’ experiences and find out how to enhance them.

Moreover, your crew can report these evaluations at massive gross sales conferences and maybe to your broader crew and group.

Professional tip: Buyer evaluations are vital for local SEO, so attempt to get clients to overview your gross sales crew and group on-line.

7. Gross sales Bingo

Gross sales bingo is a multifaceted gross sales contest that permits your gross sales crew to pursue many smaller targets. Just like regular bingo, gross sales bingo requires a 5 x 5 bingo chart stuffed with targets comparable to:

  • Guide a gathering with a director.
  • Schedule three demos.
  • Make 25 calls.
  • Ship 5 LinkedIn messages.

You’d then go out the gross sales bingo playing cards and ask your crew to mark off the targets as they full them. (Keep in mind the Free field within the center!) The primary individual to get 5 in a row would then win a prize.

Professional tip: Run your gross sales bingo contest inside a selected interval (month-to-month or quarterly) so it does not go on too lengthy.

8. Most No’s

A “most no’s” gross sales contest is one other distinctive but constructive one. I don‘t know anybody — together with salespeople — who enjoys listening to the phrase “No.” This gross sales contest basically rewards the salesperson in your crew who receives essentially the most “No’s” inside per week or month (or a interval of your selection).

This contest makes your crew snug with listening to the phrase “No” and encourages them to make as many calls as attainable, pushing previous objections and refusals.

Professional tip: Getting a number of no’s will be traumatic. Take the stress off with a lighthearted dialogue the place gross sales workers can share humorous “no” tales and commiserate.

9. Greatest Pitch

That is the one gross sales contest on the record that may be held both internally. A gross sales contest for the most effective pitch rewards the individual in your crew with the most effective gross sales pitch.

You’ll be able to decide this winner in a few methods — both maintain a gathering the place everybody can current their pitch after which vote for the most effective (however not themselves) or have your crew current to VPs and executives to obtain suggestions.

Professional tip: Common role-playing gross sales pitches can improve closure stats, so embrace gross sales situations commonly in conferences.

10. Gross sales Bracket

The final and maybe most concerned gross sales contest is a gross sales bracket contest, much like March Insanity. In truth, I’ve seen it known as “Gross sales Insanity.”

To run this contest, create a bracket together with your complete gross sales crew. Set a threshold for every pairing (salesperson with essentially the most gross sales, greatest sale within the month, most “Nos,” and many others.) and select a winner to maneuver on to the subsequent spherical.

Ultimately, you may find yourself with a “championship” spherical that may lead to an final winner. The gross sales bracket contest is exclusive as you possibly can run a unique gross sales contest for every spherical, elevating the stakes because it nears the championship spherical.

Professional tip: Be sure that your leaderboard/bracket is viewable to everybody and often up to date.

11. Most Improved

A most improved contest offers your low-performing gross sales crew members an opportunity to shine. Decide a minimum of one KPI you need to measure, comparable to conferences held, telephone calls, new clients, and many others., and observe which member of your crew blows their earlier information out of the water.

Professional tip: When you select this contest, you could meet one-on-one with all gross sales workers to ascertain their previous averages so that they know what purpose they need to take note of.

12. Raffle

A raffle with a number of prizes lets individuals wager on the gadgets they need. Select which KPIs to incentivize and observe and provides your crew members tickets once they expertise success.

Professional tip: Make every prize value across the identical quantity, or you’ll have quite a lot of competitors for the massive prize and never a lot curiosity within the smaller ones.

13. Buddy Promoting

Strive a collaborative promoting contest concept with buddy promoting. Pair your crew members and have them work collectively to see who can shut essentially the most gross sales. The pair that generates essentially the most income or closes essentially the most offers wins a prize.

Professional tip: Take into account pairing high-performing salespeople with lower-performing ones so everybody can study.

14. Elevated Fee

It is a contest that everybody can profit from. Select a day when fee will be raised a few percentages, and let your crew know. Throughout these 24 hours, gross sales groups could make extra fee and can be incentivized to make extra gross sales.

Professional tip: You’ll be able to maintain this elevated fee day throughout your gradual season, supplying you with and your gross sales crew a much-needed enhance.

15. Content material Contest

Do you know that content material can improve conversion rates by 161% throughout all industries? Work along with your advertising crew to establish key items of content material you need pushed, comparable to a information, white paper, or webinar. The salesperson who will get essentially the most downloads or attendees for the content material wins!

Professional tip: Make sure you embrace an entry in your kind discipline that lets leads put in who referred them to the content material to allow them to get credit score.

11 Motivating Prize Concepts

Interested in what you possibly can reward your gross sales crew with once they win your gross sales contest? Listed here are 11 gross sales contest prize concepts. Word how some could also be extra applicable for bigger, longer gross sales contests, and a few are a great match for these every day and weekly contests.

Professional tip: When you’re questioning what is going to incentivize your gross sales crew, ask them. Run an nameless survey for prize concepts.

1. Financial Prizes

A financial prize is fairly easy — merely reward your gross sales contest winner with a greenback quantity supplied in money or as a bonus on a paycheck. (Do not forget to speak along with your accounting crew for those who go for this resolution.) Bigger financial prizes are extra applicable for long-term gross sales contests and hold your gross sales crew and engaged.

Professional tip: Embody prize quantities in your quarterly sales budget so executives find out about this upcoming expense.

2. Reward Playing cards

A present card prize is a enjoyable approach to assist an area or beloved enterprise and will be perceived as one thing exterior a traditional compensation construction. Take into account present playing cards for eating places, film theaters, gasoline, or pay as you go all-purpose present playing cards.

Professional tip: Purchase present playing cards that the winner will really use. For instance, if one among your salespeople is a vegetarian, they probably gained’t respect a present card to a steakhouse.

3. Electronics or Tools

Give away electronics or gear as gross sales contest prizes. This might embrace a pc or telephone, and even non-work-related “toys” like a grill, baggage, digital camera, or coffeemaker.

Professional tip: When you’re not planning on covering the taxes included in a prize, let your gross sales workers know to allow them to select whether or not to simply accept the prize and pay these taxes.

4. Complimentary Meals

Reward your gross sales contest winner with free lunches for per week or month. Maybe you provide to order in, cater lunch for a time frame, or have your winner expense their meal.

Professional tip: Set a spending restrict so you possibly can predict the fee.

5. Boss for the Day

Put your gross sales contest winner in cost for the day, actually. Allow them to work in your workplace, park in your parking spot, and even run or be a part of a gathering they in any other case would not.

Professional tip: Make this prize much more enjoyable by giving them an outfit that mimics their boss’s every day put on. For instance, in case you have a mustache and put on glasses, give them these props as a part of their prize.

6. Free Duties from the Boss

This reward offers away one thing arguably extra invaluable than cash — time. Reward your contest winner with a free activity to be accomplished by you. This provides your winner an opportunity to provide away a activity or mission you possibly can care for.

Professional tip: Let your crew know they will select a humorous activity exterior of labor, comparable to cleansing their home, washing a automobile, or cooking a meal.

7. Free Trip Day(s)

Everybody loves a time off. Give away a free trip or private day as a gross sales contest prize. Since this one is so invaluable, put it aside for an extended, bigger gross sales contest that runs much less often.

Professional tip: Take into account additionally giving a certificates to look at a film or a go to an amusement park so your winner can profit from their time off.

8. Free Private Improvement

Reward your gross sales contest winner with a free gross sales coaching seminar, academic stipend, or guide they will use for private growth. Make sure you take into account the demographic and pursuits of your gross sales crew, as some of us will not be focused on or have time for this prize.

Professional tip: Take into account letting your winner use their private growth stipend on a non-work associated prize comparable to a pottery or pictures class.

9. Floating Trophies

A floating trophy prize is strictly the way it sounds — a trophy or plaque that’s rewarded to and handed between the winners of a weekly or month-to-month gross sales contest. Any such prize is usually paired with a smaller incentive like a present card or small financial prize, though it carries bragging rights in and of itself.

Professional Tip: If you would like your winner to get consideration from different departments and guests, make sure to select an eye catching and distinctive trophy they will show on their desk.

10. Promotions

If a brand new place opens up, take into account motivating your crew with a promotion. Salespeople usually thrive off competition, particularly if one thing as huge as a promotion is out there. So, let your crew know that the competition winner is likely to be the subsequent boss.

Professional tip: Take into account being clear about wage will increase and title adjustments earlier than awarding the promotion so everybody can handle their expectations.

11. Winner’s Selection

Present your gross sales contest winner with a wide range of prizes to select from, whether or not listed right here or not. This retains your complete gross sales crew and engaged in your contest and dealing towards the prize no matter their pursuits.

Professional tip: Just like a complimentary meal prize, it would be best to set a restrict for the price of a winner’s selection prize.

Methods to Run an Efficient Gross sales Contest

Up to now three many years, I’ve discovered an important deal about efficient gross sales contests (usually by making errors). Listed here are six of my greatest takeaways.

1. Hold it easy.

Your salespeople shouldn’t have any bother understanding the principles of your contest. When it’s arduous to grasp find out how to win — or who’s at present in first place — their enthusiasm about collaborating takes successful.

What does a easy contest sound like? You might reward each salesperson who meets a sure goal for conferences set or give prizes to the 5 reps who enhance their calls-to-demo fee by the very best proportion.

Purpose for a contest you possibly can clarify in two sentences or much less. And for those who’re nonetheless not sure if it’s complicated, ask one of many senior salespeople in your crew for his or her suggestions. (As an additional advantage, they could spot loopholes or problematic guidelines you’ve missed.)

Professional tip: Make sure you maintain just one contest at a time. This ensures you gained’t distract your crew from the habits or consequence you’re making an attempt to advertise.

2. Make it enjoyable.

Contests ought to have a component of enjoyable. A little bit levity helps your salespeople bond and makes the competitors extra memorable.

To provide you an concept, I used to provide away my companies to the successful salesperson. I’d wash the rep’s automobile, choose up their dry cleansing, even clear their home — no matter they needed.

It’s at all times enjoyable to see your boss doing a menial activity. Any such prize additionally reveals your crew you’re dedicated to their success (and have an important humorousness!)

Professional tip: Strive crafting your contests round workplace inside jokes as nicely. For instance, maybe the winner will get to take everybody to lunch at an area restaurant the whole workplace loves.

3. Contain your gross sales crew within the planning course of.

Alternatively, let your reps select what they’ll win. I used to get everybody in a room and ask, “Do you want a crew motivation program?”

The reply was at all times sure. I’d clarify the competition guidelines, then say, “You’ve bought X {dollars} — determine what the prize or prizes can be.”

This technique has three results:

  • Your reps are extra invested. Having direct management over a serious facet of the competitors drives buy-in from the beginning.
  • The reward isn’t what you suppose they need; it’s what you recognize they need.
  • Your salespeople will really feel gratified by your resolution handy over the reins.

Professional tip: Even for those who don’t use an concept for a specific contest, hold a report of it in case your crew desires to make use of it for future contests.

4. Give every day or weekly updates.

Few individuals keep dedicated to a contest in the event that they don’t know the place they stand. Attempt to provide every day or weekly updates, relying on how shortly every salesperson’s standing adjustments. At HubSpot, we usually put up a dwell dashboard so each rep can test on their progress each time they’d like.

Some salespeople will test it each hour — that’s how intent they’re on being primary. Think about shedding this highly effective motivator simply since you didn’t hold your crew up-to-date.

Professional tip: Have your crew log gross sales in HubSpot’s free CRM software so everybody will be up to date in actual time.

5. Don’t make false guarantees.

It would sound apparent, however by no means promise a prize you possibly can’t ship on. In 2002, a waitress who gained a gross sales contest for a brand new Toyota was understandably livid when she was presented with a toy Yoda as a substitute.

She sued her employer — and gained.

When you don’t ship what you promised, your salespeople will lose belief in you (to not point out, all motivation to have interaction in future competitions). Earlier than you announce a prize, calculate what you’ll be on the hook for in case your reps do in addition to attainable. You won’t be capable to afford the reward in the event that they actually blow it out of the park. When doubtful, skew conservative.

Professional tip: Provide chain points could make discovering prizes like tech tough. In case your winner desires one thing you possibly can’t discover, allow them to know shortly so you will get them another prize or provide a present card to allow them to purchase it when it’s out there.

6. Hand out prizes ASAP.

I as soon as gave my salespeople their prize cash 9 months after they’d gained it. For sure, they weren’t completely happy.

You’ve set a deadline for the competition — why ought to the deadline for the award be much less necessary?

Distribute prizes as shortly after the competition ends as attainable. It’ll be far simpler to rally your crew for the subsequent contest in the event that they’re not nonetheless ready for his or her prizes from the final one.

Professional tip: Create a reminder for your self a minimum of per week out to buy the prize or make plans for delivering the chosen incentive.

Gross sales Contests = Gross sales Outcomes

Comply with these gross sales contest concepts, prize suggestions, and tips, and your gross sales contests will noticeably affect your crew’s motivation, camaraderie, and, simply as importantly, their outcomes.

Editor’s be aware: This submit was initially revealed in February 2017 and has been up to date for comprehensiveness.

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