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Member You - Sales Contests for Maximum Results
I have often mentioned the need for balance between your family life and your business. This is a little bit trickier of a proposition for work at home parents, particularly those who have little ones pattering about. But there is some benefit to working around and along with the little ones. The first of these major benefits is the fact that they force you to take breaks whether you think you want one or not.For most of us, it is difficult to get into our work first thing in the morning and if we don't have an outstanding amount of self-discipline we often find ourselves hurrying later to catch up on things that we got behind on during the early morning hours. In these situations, taking a break to put Polly Pocket's dress on for the thousandth time or fixing yet another glass of juice might seem like a profound interr
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes
Nearly all franchising companies require initial training to teach the new franchises how to run their franchised outlets. Some of the modern-day franchise companies have extensive training in teach people every single aspect to the business and some of these companies are not very simple and therefore neither is the training.In our franchising company we had a simple concept, which was easy to train. Each franchise or is required to disclose in the disclosure documents and franchise agreement the amount of training which will be given in required to pass. This allows the franchise buyer a chance to understand what all is involved with the time commitment for the training program. Below is a clause in our franchise agreements, which will help you better understand this concept;3.6 Training3.6.1 Initial T
The standard contest runs something like this. They work and they don't work, at least the way most organizations run them.
- Management will choose a contest period, usually a month, a week or a weekend.
- Management will set targets based on the objectives of the organization.
- Management will choose the rewards.
- Management will post sales results where all the sales staff can see them.
- Management will run contest when sales are weakening.
- Management is promoting 'healthy competition' within the sales team.
Let's examine these elements and the possible consequences of them, shall we? Remember, it's not about whether these elements are right or wrong but rather whether they work or they don't work to get you and your organization paid in the long run and contribute to operating a sales floor at mastery.
Management will choose a contest period.
When the date and the duration of the contest is announced in advance, there may actually be a drop in business prior to the contest starting as some salespeople actively hold back sales in hopes of having that business qualify for the contest. Therefore, it would be beneficial to hold off on the announcement until the last minute if you run traditional contests. This is not possible, of course, if the contest is tied to an advertised sales event.
The end of the contest will also almost always guarantee a drop in sales as well, often to a level that is below average production because salespeople have been aggressive in beating the bushes to bring in that extra business.
Management will set targets based on the objectives of the organization.
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes
The federal resume is one of three documents required for official applications for jobs within the federal government. The other two are the OF-612 and the traditional SF-171 – and it’s hard sometimes to figure out which agency wants what document, because some offices prefer one over the other So your best bet is to submit a federal resume – it’s considered the most current type of resume for government employment and, even if the department in question would prefer a different style, you’ll still look like you know what you’re doing!A federal resume should be developed in the “chronological” resume format, listing your work history in reverse order of when you were employed. It must also include some additional information that’s not usually requested by civilian employers. You’ll need to include:Job Informat
Let's examine these elements and the possible consequences of them, shall we? Remember, it's not about whether these elements are right or wrong but rather whether they work or they don't work to get you and your organization paid in the long run and contribute to operating a sales floor at mastery.
Management will choose a contest period.
When the date and the duration of the contest is announced in advance, there may actually be a drop in business prior to the contest starting as some salespeople actively hold back sales in hopes of having that business qualify for the contest. Therefore, it would be beneficial to hold off on the announcement until the last minute if you run traditional contests. This is not possible, of course, if the contest is tied to an advertised sales event.
The end of the contest will also almost always guarantee a drop in sales as well, often to a level that is below average production because salespeople have been aggressive in beating the bushes to bring in that extra business.
Management will set targets based on the objectives of the organization.
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes
When reading and watching television shows about such people like Andrew Carnegie, John Rockerfeller, Henry Ford, E.I.DuPont, and Bill Gates I take note that all of them started with a small niche market. And - for some time - when I looked at their beginnings I would fantasize about doing what they did and then realize that most of what I fantasized about was being rich like them. (Not a good thing if it doesn't help you make that first step.)So recently I began to pay attention to the evolution of these niche market Mega-Industries and noticed that over the years the enhancements, improvements, and device add-ons were done by people who weren't trying to re-invent these Industries, but to help make them better. And I might add made a good living at doing it.So, about a couple of months ago, I was watching
Management will choose a contest period.
When the date and the duration of the contest is announced in advance, there may actually be a drop in business prior to the contest starting as some salespeople actively hold back sales in hopes of having that business qualify for the contest. Therefore, it would be beneficial to hold off on the announcement until the last minute if you run traditional contests. This is not possible, of course, if the contest is tied to an advertised sales event.
The end of the contest will also almost always guarantee a drop in sales as well, often to a level that is below average production because salespeople have been aggressive in beating the bushes to bring in that extra business.
Management will set targets based on the objectives of the organization.
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes
Patents had been long identified as most valuable informational source of the technical and competitive informations. During the last few years these have gained a lot more attention. Due to increase in the globalization and competition, it is very important for the companies to protect their innovations and also make their R&D activities more efficient. India is well recognized as a knowledge hub, due to it’s highly talent pool. A lots of IP services providers; emerge in India during the last few years. Most of them have are being started by 2-3 people with their contacts in mostly in US. Now these firms are become the giant in providing specialized IP services. Lots of Indian law professional and law firms are also now trying to enter into the market to provide the highest quality analysis and research services.Mo
The end of the contest will also almost always guarantee a drop in sales as well, often to a level that is below average production because salespeople have been aggressive in beating the bushes to bring in that extra business.
Management will set targets based on the objectives of the organization.
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes
How well did your communications strategy serve you in the last year? First, look at your business plan. What were your major business goals? Did you reach them? Did you fall short? Think about the outcomes achieved over the last year. What would you like to get more of in next year? What would you like to avoid? On what product or services or in what customer segment did you realize the highest profit margins?Your communications strategy should grow out of your business plan. It should be your strategy to communicate about your products and services to the most desirable customers, most influential business contacts and more symbiotic vendors so that those groups become your allies in reaching your business goals. A good communication strategy helps your business avoid negative publicity and get positive visi
I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.
Management will choose the rewards.
Merchandize prizes and experiences, (dinners, trips, etc.) prizes do work with many but can actually de-motivate some people who do not want or need the prize. Cash works for others.
Management will post sales results where all the sales staff can see them.
This may be convenient for management perhaps and may be considered a motivator by many managers, but it is potential poison on the sales floor. For everyone who is in any position except first place in the contest, this can have the same psychological effect as management criticizing a salesperson in front of another employee.
Management will run contests when sales are weakening.
This happens seasonally in many businesses. Since management often puts on contests in response to seasonal downturns, many salespeople will withhold business in anticipation, much like when a contest is announce with too much lead time.
Management is promoting 'healthy competition' within the sales team. Every sales team has its range of performers. As a result, the outcome of many contests is known before it even begins. I have witnessed an actual fist fight take place on a sales floor based on contest competition. I have also seen salespeople actively work to sabotage another salesperson's business during contests. Somehow this does not seem healthy to me.
Now let's consider an alternate strategy, the 'Sales Contest at Mastery' strategy.
Management will choose a contest period.
Unveil the start date at a special meeting or with a memo as close to the contest as possible. Keep the end date secret. Decide on it. Write it down and seal it up so it can be revealed to all at the end of the contest. This keeps the sales staff in a constant state of performing rath
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