Sales Contests Work if they are implemented correctly

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Margo O


Date added:

July 18, 2016







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4 / 1008


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Lastly, there are a great variety of sales jobs out in the market of which many would need special attention, but for the purpose of this paper I will focus on the field sales force. This paper will briefly discuss the ingredients of a successful sales contest, provide practical examples, state what to avoid in a contest and provide a table evaluating which type of contest might work for particular kinds of sales persons...
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Ingredients of a successful sales contest. In order for sales contests to work they cannot be "stale and predictable." This means that a good sales manager structures a contest around different themes. It is important to understand what drives and motivates the employees engaged in a sales contest. In their article "Sales Contest Effectiveness", the authors point out that field sales people tend to be motivated by the following factors: outcome based goals, limiting numbers of winners to 40 percent of the sales force, 3 months' duration of the contest (with exceptions by industry ), and with cash awards at high value levels (3 weeks' pay)...
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