What are Sales Contests ?

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 Contest means competition among participants tin a game or activity.

Whosoever wins the contest or collects desired points or credits gets rewarded.

Sales contest is a competition among sales people to achieve sales related goals or activities which lead to higher sales.

Sales contests are run by businesses or companies to motivate their sales people to do their best to generate:

  • new customers,
  • or more sales,
  • or new leads
  • or make more calls Etc.

To make contests popular companies set goals for their sales team members.

Then rewards are set for those who exceed quota

For example a new company introducing a new product in market may run a contest among it's sales people by announcing that whoever adds ten new customers will get a cash reward of Rs. 1000/-

for adding 20 new customers reward will be Rs. 3000/-

(image : saleshacker)

Those who achieve these quota will be rewarded as per contest.

Sales contests may be set for teams too. Such sales contests for team let teams earn rewards on achieving or surpassing contest parameters. It fosters team spirit.

Now let us discuss whether sales contests increase sales. 

Good sales contests increase sales and bad ones do the opposite. .

What are signs of a hood sales contests?

Glad you asked.

Good sales contests are:

  • Planned well in advance. Planned sales contests have higher rates of success than unplanned one.
  • Good sales contests are introduced in such a way that all participants get to know about them in time. There is no dearth of sales contests where many of contest participants are not even aware of or not fully aware of contest details.
  • Good sales contests are designed around goals which are difficult to achieve but not impossible to achieve. A sure way to make a sales contest flop is to set unrealistic goals. For example if average sale size of a sales team is Rs. 1crore per month, then setting a target of Rs. 1.5 crore for team to win contest is sure to flop.
  • Good sales contests are transparent and every participant to contest knows where he or she stands with respect to other contestants. Nutshell : there is no favoritism towards anyone or any team in sales contests.
  • Good sales contests have rewards which motivate contestants. No point setting lower rewards or rewards which are not valued by contestants.

Hope you take away signs of good sales contests.

Hope it helps!

Sales Gurukul-A youtube channel about FMCG sales.

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