Slides from the webinar: How to Use a Sales Contest to Increase Digital Sales

2. Alina McComas
VP/Senior Consultant
CO-HOSTS
Kim Wooden
VP/Senior Consultant

3. Turning sales talent into
sales performance

4. Why we're here:
1) Sales managers need better
performance out of the team
2) Team needs a little extra
motivation to reach a big
revenue goal
3) There's just not enough
new business

5. Almost 50% of sales reps fail to produce
enough revenue to meet quota (CSO Insights)

6. 44% of salespeople give up after one follow-up (Scripted)
80% of sales require five follow-ups (The Marketing Donut)

7. 1) Understand what you
want to accomplish at
the end before you start

8. Change in behavior when
it comes to selling digital

9. Increase the activity level of the sellers

10. Revenue

11. 2) Determine the details

12. Goal
think of the overall goal, goal by seller and smaller
goals based on length of contest

13. Leadership opportunities

14. Incentives

15. Theme

16. Time frame

17. 3) Kick-off event

18. Training

19. Make sure all
participants understand
the expectations, rules
and dates of the contest

20. 4) Build focus and
accountability
throughout the
sales contest

21. Tracking during the contest

22. Meet regularly to discuss
prospects and movement

23. 5) Coaching

24. In the office and
in the field

25. Look at conversion rates to determine
where coaching is needed for each of the
sellers on your team

26. Continue training events – make them
interactive and engaging

27. 6. Post-contest

28. Examine results and tracking to determine the type
of activity needed to drive results with each seller

29. Keep the accountability post contest…
don’t let the sellers revert to bad behavior

30. Questions?

31. Free Download:
Example Tracking
http://bit.ly/2m5fvH1
Email us at
AlinaMcComas@CSScenter.com
or
KimWooden@CSScenter.com

32. AlinaMcComas@csscenter.com
KimWooden@csscenter.com