The Ultimate Guide to Sales Contests
Organizing a sales contest is a great way of engaging your frontline people and boosting your sales. But how do you choose the right incentives to really ignite motivation and get those competitive juices flowing? Read on for our best practice guide to sales contests!
First of all, what is a sales contest?
Well, it’s when a group of people competes to see who can sell the most of something over a given period of time. A sales contest can be organized internally in an organization to engage the sales teams or externally to engage frontline salespeople in retail or elsewhere. Usually, there's a prize or two involved. But maybe more importantly: Fame and glory for top performers.
Why is a sales contest a good idea?
No one is immune to the powers of gamification. That's why a contest is a great way to boost sales. If you have a group of people who sell stuff, they will be extra motivated if they can track their sales, earn points and have a chance of winning a prize. That's actually scientifically proven.
A sales contest in its simplest form is as easy as ringing the bell or adding a line next to your name on a whiteboard every time you make a sale. When you are working with remote teams and/or want your results and data to be more measurable, the solution is going digital. But you want to keep that excitement and instant gratification that ringing the bell gives.
PS: Make sure you're prepared in advance to maximize your ROI.
What makes a sales contest succeed?
A successful sales contest's first goal is to increase sales. That's a given. But a sales contest is also a great opportunity to achieve so much more than that! You have the attention of your frontline people, that's a perfect time to include some brand storytelling and product knowledge. Use your time in the spotlight wisely, and you will get a long-term effect of your efforts – something that goes way beyond the spike in numbers for that month. Ultimately creating educated and motivated brand ambassadors for life! For some steps to take to boost your sales contest, check out our article 5 steps to organizing a successful sales contest
Best use of prizes to reach your goal
Research shows that awards boost both motivation and learning. The good news is that it doesn't have to be a huge prize to have a huge effect. So even if your budget is tight, you should always include some sort of award for the contestants. But, and this is important: There should be a prize opportunity for EVERYONE. A common sales contest mistake is that it just engages the top performers. Make sure your prize strategy reaches wider than that, and you yourself will be rewarded.
A lot of brands and businesses run successful campaigns, both with Mevo and without. Read how Samsung motivated front-line salespeople to sell more of their phones. In fact, close to 90% of the sales staff answer that they are more motivated to sell Samsung after the contest than before.
Ok, so how do I get started?
In order to maximize your ROI, preparation is key. We always recommend keeping a narrow and precise focus on a few, but important points. Including an element of knowledge and product training in a sales contest will increase your chances of creating brand ambassadors.
There are some great tools out there for organizing digital sales contests. Awesome brands like Miele, Samsung, Salomon, and Red Bull choose Mevo to make sure their brands stay top of mind where it counts the most.
By engaging their frontline salespeople they ensure increased sales and increased product knowledge while building brand storytelling.
Interested in learning more? Here are some more great resources, both from us and from places that inspires us