Virtually all sales teams offer sales incentives and contests. They are genius. Sales contests tap into the competitive side of all of us. It draws upon basic doctrines of human psychology, driving new levels of energy in the sales team. It encourages the individuals to work hard and provides commendation and recognition. It rewards the people who hustle and fleshes out those who are underperforming. The best short-time-sales incentives tie into these behavioral predispositions and last one to three months. It is enough time to track and measure performance and yet not too long to lose engagement.
If you take a page out of best practices in school fundraising drives or the Girl and Boy Scout annual cookie and popcorn sales drives, you will find a tactic to deploy with your Player Development Host team. Do you ever wonder why you buy Girl Scout cookies? I buy Girl Scout cookies every year. I don’t even like Girls Scout cookies. I buy them for the fundraiser. I buy them for the little girl who is selling them. You probably do, too. I once bought a set of glassware from a kid selling door to door. If he sold 10 more sets, he would win a bike. I really did not need new glassware, but wanted to help the kid meet his sales goals.