We are are excited to offer our customers the option of displaying their sales leaders and metrics on large TV screens. If your office has large TV screens and you want to showcase your sales leaders in a real-time format, this is a great option for you. This feature is currently in BETA so your patience and feedback is appreciated.
If you would like to install our free leaderboard application for Salesforce.com, click the button below:
Are you about to launch a sales contest in the near future? If so, what are the parameters for the contest? How will your sales reps be ranked? Which metrics will you use? How will you know when the contest is won? What is the prize for winning the sales contest? All great questions to ask yourself but the real question you should ask yourself is "will this sales contest work?"
I have been a sales professional for 12 years and have taken part and orchestrated in many sales contests. Some I have won and others I have bombed. The contests I've won usually included a form of public recognition that went outside the sales walls. For me, motivation and drive came from the satisfaction that I was helping the organization as a whole. After all sales = revenue = growth. Growth effects the entire organization not just the sales department. Being thanked for a job well done by a CFO, HR administrator or tech support person has a powerful effect on sales people. Sales people are all about pride and recognition more than gift cards and points. The point I am trying to drive home is to be sure you use public recognition as a component to your sales contest. Don't keep the sales contest results isolated to just the sales team.
In summary, I do believe sales contest work. The important thing to emphasize with any contest to act as a cheerleader for the participants. Send out daily emails to the team with the most updated scores. Send a company wide email congratulating sales reps who win sales contests and thank them for contributing the growth of your organization.
Ask 10 sales people what they think of whitepaper leads and I guarantee you get the same response. “They suck”. Let’s face it, 98% of website visitors are simply doing research. Researchers download stuff and want anything they can get for free. Salespeople hate calling on people who download whitepapers because they believe they are a waste of time. Frankly, I used to believe this assumption to be true until I realized how difficult it really is to get a person’s contact information. Here are TWO ways to look at whitepaper leads in a positive way:
1.) The goal is to convert a website visitor into a lead – Sales people want leads and marketers are responsible for generating them. Obtaining a visitors contact information is pretty difficult so offering free advice to visitors increases your chances of getting their contact information. Contact information allows marketers to send targeted messaging campaigns to people who exchanged their email address for that new e-book you just published. Use this opportunity as just that, an opportunity. Call the prospect, thank them for downloading your whitepaper and ask them a specific question about their 2013 initiatives. Here is an example: “Hi Bob, thank you for downloading our whitepaper on Boosting Team Morale With Leaderboards, what are your plans for accomplishing this in 2013 and beyond?” Look at whitepaper downloads as doors being opened just enough to get a peek inside the room ( in this case the prospects mind).
2.) Follow up a whitepaper lead with another piece of free content - Call the prospect and say this: “John, thank you for downloading our free e-book on “Using Sales Contests to Drive Overachievement”. What contest do you have in place today to accomplish the goal of crushing your sales numbers?” In this example, whitepaper = conversation starter. Once the prospect answers you, let them know you’ll be sending them another free e-book on “Sales Spiffs Reps Love”.
I hope my advice helps you get over the frustration of whitepaper leads. Stay positive and seize every opportunity you get. Remember how difficult it is to get someone to give up their contact information.
Ryan Lallier is CEO & Founder of RepTivity. His email is firstname.lastname@example.org