The Qualities of a Great Sales Professionals

 

A Sales Manager's Guide To Behavioral Changes

 

by Anthony Iannarino

It isn’t easy to change how your sales force sells. When your sales force has sold using one methodology the approach is burned in. If you haven’t provided a B2B sales methodology, it can be even more difficult to change how you sell.

Sales leaders who understand the need to level up their sales force with a better sales approach are often disappointed with their results. After proving a methodology, training, and enablement, the results are not what the leader needs. The challenge here is that sales organizations believe that training and enablement are enough to change their behaviors. It isn’t, and it never has been enough.

It is one thing to provide information, and it is quite another to enable the new set of competencies required of the sales methodology. This short guide on behavioral changes will provide guidance on how to help your sales force transform. If you need help with transformation, see Leading Growth: The Proven Formula for Consistently Increasing Revenue.

Who Is Responsible for Behavioral Changes

Senior sales leaders are responsible for their sales force and their results. That responsibility cascades down to sales managers. Transformations take time and effort. When leaders fail to transform their sales team, the root cause is a failure to make the necessary changes.

It’s not uncommon for sales leaders and managers to suggest the sales methodology didn’t work. Some propose that the sales methodology doesn’t work in their industry, something that is rarely true. To be sure, the methodology isn’t to blame. Instead, it's the way we make change.

Sales managers are responsible for causing their sales reps to make the behavioral changes required by the methodology. Yet, this fact isn’t often acknowledged, let alone acted on.

Step 1: Train Sales Managers to Train their Teams

I once trained a large team. As I set up, the sales managers walked out of the room, having no interest in learning the changes their teams would need to make. Their senior leader joined in turning his back on his sales force. In another case, a senior leader attended every training, setting expectations around the change, and participating in the training.

Sales managers should not only join the sales force in their training, they should be trained first. By training sales managers to support their teams, you increase their ability to train, develop, and coach their salespeople, including behavioral changes. When you hear people say training didn’t work it is because the sales managers weren’t enabled to help and hold their teams accountable for using the methodology.

Step 2: Weekly Training

As much as some believe that transformation will take hold sooner, the truth is that it takes time. I don’t know who came up with the idea that providing people with information & materials they see only once is a good way to enable new competencies.

Role-playing in a safe environment can help develop the talk tracks and the confidence that allows salespeople to use what they learned. Some reps will have better talk tracks. Role-playing allows others to replicate good language choices.

A weekly meeting to discuss, reinforce, train, and coach their teams will not only improve the sales force’s understanding, but will also create a level of accountability to use the new methodology in the field.

Step 3: In-Field Assessments

No sales manager can know how their team sells in the field without joining them on sales calls. This is easier than it has ever been when the sales call is virtual, and it is challenging when salespeople work from home, living in their territory.

It takes time and practice to adopt a new sales approach. By assessing each salesperson’s level of competency and confidence. Sales managers discover what their team needs from them to improve their ability to use the methodology and improve their sales results. The expense of time and money is worth spending if it means you can increase your team’s sales effectiveness.

Step 4: Sharing Success Stories

If you want your sales force to believe that the new sales methodology is working, you have to share the won deals and what the individual did differently. Most sales leaders and managers tend to under-appreciate the power of sharing these stories.

When sales managers don’t share success stories, it can cause some salespeople to think that their peers are not making the behavioral changes or that it must not be working. Try to identify and share a success story every week, more if you have them.

Step 5: Reinforce the Approach

You need to continue to reinforce the behavioral changes that lead to better selling and improved results. One of the reasons transformations fall apart is that sales leaders and sales managers quit talking about, training, coaching and verifying the sales force is using the new sales approach.

Your team will get better over time, and you should think of transformation as a long-term project, one that will run for a year or more. More would be better, especially when it comes to enabling new sales strategies, sales techniques, and sales skills. Development takes time, and anything that can improve your sales effectiveness is worth the effort.

Sales Manager’s Guide To Behavioral Changes

If all of this seems to be too much, know that your life as a sales leader is far more challenging when your team lacks an effective sales approach and fails to hit their targets and achieve your sales objectives.

The sales manager is one of the more difficult roles in business. It only becomes easier when you improve your sales force’s sales approach and their effectiveness. By choosing a modern sales approach and training, developing, and coaching your sales teams, you give them a sustainable strategic advantage in competitive sales. The more time and effort you exert in building a highly effective sales force, the better your results.

What is most important for sales managers who need their teams to improve their results is to focus on the behavioral changes that would permit the to create and win more, larger deals.

https://www.thesalesblog.com/

B2C Vs B2B: Differences And Examples

 

By Gary Fox

Are you in a B2B or B2C market? Often when you have a product or service you can be in both.

What is B2B and B2C?

There are lots of business models but broadly they can be split into B2B vs B2C. Business to Business (B2B) is defined as businesses that market and sell to other businesses. Whereas, Business to Consumer (B2C) markets and sell to consumers.

What is B2B?

B2B or business to business refers to businesses that develop products and services for other businesses. What makes B2B so different to B2C is often the complexity and scale of the products and services.

An example of a B2B platform business model is Alibaba.

What is B2C?

B2C or Business to Consumer refers to businesses that create, market and sell products or services to consumers (end-users) and individuals.

As a contrast to Alibaba – Amazon is primarily a B2C market. See the Amazon business model article and discover more.

How Do B2C vs B2B Compare?

There are some similarities and differences in how B2B and B2C compare. If you think about the complexity of an organization and how many different people are often involved in making decisions, it gives you a start point for understanding the differences.

However, there are some common threads – trust is needed across both B2B and B2C.

Similarities

• Both require trust for the sales and marketing process
• Both involve people making decisions
• Quality and value are important criteria for both.
• Both will often seek out information for high-value purchases before deciding.
• Both require market segmentation for marketing strategies to be effective.

Differences between B2C and B2B

	Business to Business (B2B)	Business to Consumer (B2C)
Customer	• Businesses and Companies – SMB, SME, Enterprises and International Corporates	• Consumers – individuals/families
Offer	• High-value products • Complex high value services	• Low-value products • Low value services
Quantity	• Large deal sizes • Fewer purchases	• Small sales • Higher quantities
Buying decision	• Complex • Multiple stakeholders • Mixed expert groups • Long lead times • Often long-term contracts • Service Level Ageements	• Short time frame • Emotion based • Impulse decisions
Sales cycle	• Ranges from 1 – 12 months+	• Minutes to days
Value	• Mid to high value	• Low to mid value (depending on product/service)
Primary focus	• Creating and maintaining relationships • Reliability and consistency • Partnerships	• Design and create product • Advertise and promote • Build loyalty
Examples	• IBM • Salesforce • Cisco • Linkedin • Alibaba • Rolls Royce • WeWork	• Netflix • Sptify • McDonalds • Twitter • Amazon • Apple • Nike

B2C Vs B2B eCommerce

Organizations have transformed to become more modular, integrated and adaptive through digital technologies. This, in turn, has led to the faster processes, reductions in costs, improved decision-making as well as easier integrations with other businesses.

As a result, B2B eCommerce has given rise to more services between companies. Antoerhj factor is the digitization of products and the subsequent data that is ‘servitized’ e.g. sensors monitor flow through pipes and also check for corrosion levels.

Historically the figures behind B2C eCommerce were thought to dwarf that of B2B. But that has now changed.

B2B eCommerce

• US B2B eCommerce will hit $1.8 Trillion by 2023 – Forrester.

However, a revised report by Forrester breaks out commerce figures for six channels of B2B online commerce that companies use to buy and sell with trading partners.

The revised global B2B online Commerce market is estimated to be worth $9 Trillion – Forrester

• Global business-to-business (B2B) eCommerce sales are predicted to reach over $6.6 trillion by 2020 – Frost & Sullivan.

B2C VS B2B varies according to the scale and type of eCommerce transactions. Think about shipping, logistics in general and how and when payments take place between companies.

Global b2c eCommerce sales projections

• Global B2C eCommerce is expected to grow to $6.54 Trillion by 2022 – Statista.

B2C VS B2B Business Models

The Internet of Things, Big Data, AI and platforms and other technologies are creating a new wave of disruption across many industries. Value chains are being unbundled and established B2B markets such as banking (Fintech) and logistics are being transformed. Digital technologies enable new ways to reconfigure how value is created in these industries.

Even low-tech industries are affected. Investments into early-stage startups in supply chain and logistics have created excitement amongst venture capital investors collectively raise approximately $15B in 2019.

Example of a B2B business model

B2B Pay a digital disruptor that saves money vs banks

B2B Pay is a German/Finnish startup which offers virtual bank accounts for companies that export into Europe or export from Europe to the rest of the world. The mission of B2B Pay is to make international business transactions as quick and as cheap as possible with complete transparency about costs.

B2C Business Models

Digital business models have led to the network effects associated with platforms. In B2C markets this has resulted in new business models such as Uber, which disrupted the taxi industry.

Uber B2C business model

As technologies evolve there are ever new ways of creating businesses. B2B vs B2C vs B2B2C.

In the business world, the difference between B2B vs B2C businesses often seems clear and straightforward. However, there is a third kind of business model, primarily based on what might seem B2B strategy. However, the final aim is to build a B2C company over time.

This model is called B2B2C or business to business to consumer. The logic is the following. If a business can’t have direct access to consumers, it will gain it via a second business. Unlike B2B vs B2C, it is often not recognized or discussed much. I’ll cover the B2B2C business model in a following article.

B2B vs B2C Value Propositions

A key outcome of developing a business model is to produce a value proposition. Understanding the difference between value in B2B vs B2C is crucial when designing a business model.

B2B Value Pyramid

B2B value pyramid – source BCG

The b2b value pyramid has several differences vs B2C pyramid. Cultural fit, stability, expertise configurability are some of the important criteria that an organization will use to judge a potential supplier.

B2C Value Pyramid

B2C value pyramid – source BCG

B2B vs B2C Buying Process

Example of some of the B2B buying process and influencing factors

B2B vs B2C Marketing

B2B businesses focus on building long term relationships with their clients and often across different levels of the company. As an example, board directors of companies that supply to a business will meet with their clients buying team annually or even quarterly to review key performance indicators and service level agreements.

Often contracts are much longer – in some cases up to ten years if there is heavy investment in infrastructure e.g. satellites in the broadcasting industry.

In B2C, the interaction between the business and the consumer is more dynamic and depends on the nature of the product. Even then, the interaction periods and the number of goods tend to be quite small on average.

B2B vs B2C Sales

B2B Sales	B2C Sales
Longer lead-times	Short lead-times (except in cases of high value e.g.buying a car or house)
Complex – often involves multiple stakeholders	Usually individual
Assessed against buying criteria	Often emotional or impulsive
Requires consultancy approach	Requires good interpersonal skills and being able to pinpoint fit to a product.
See: B2B buyer persona	See persona canvas

https://www.garyfox.co/b2c-vs-b2b-differences/

26 Sales Contest Ideas to Motivate Your Sales Team in 2023

 

Written by: Dan Tyre

Discover the best practices and prize ideas to craft a sales contest that gets results.

With economic turbulence and drastic changes in work environments, your sales team is likely burnt out right now. A well-designed sales contest is one of the best tools in your arsenal to combat this burnout.

Keeping your team members engaged, motivated, and inspired is often far trickier than teaching them what to say on a connect call or in a prospecting email. Check out this list of sales contest ideas and execution to motivate your sales team and make selling fun again.

15 Engaging Contest Ideas

Here are 15 of our best sales contest ideas to try out in your office — whether in person or virtual. Many of these sales contests can be run simultaneously or within the same period.

Pro tip: Use several contest ideas during the year to allow salespeople with different talents to get a moment in the spotlight.

1. Daily Prizes

Run a daily sales contest and give away a daily prize. Each day could have a goal (e.g., most calls on Mondays, biggest sale on Tuesdays, etc.), or you could run the same contest daily and reward each winner with a daily prize.

Pro tip: Create an atmosphere of fun surrounding daily prizes by having a drumroll or hype song before declaring the winner.

2. Salesperson of the Month

Salesperson of the month is a common sales contest. Choose a top salesperson, either quantitatively by most sales or biggest deal or qualitatively based on the manager's choice. They would then be Salesperson of the Month and receive a recurring prize.

Pro tip: Bring up the current salesperson of the month topically in meetings (with applause) to both recognize their efforts and encourage participation.

3. Conversion Contest

Run a sales contest to reward the salesperson with the most lead-to-customer conversions. You could reward this winner daily, monthly, or quarterly.

Pro tip: Strengthen your marketing and sales alignment for this contest so your sales team can access and convert any marketing-qualified leads (MQLs).

4. Upselling or Cross-Selling Contest

This contest rewards the salesperson with the largest or most significant upsell or cross-sell. This encourages your sales team to find opportunities to make additional sales with current customers, such as additional software or a larger subscription plan.

Pro tip: Regularly discuss new techniques to upsell and cross-sell, letting your sales staff share success stories so everyone can learn.

5. Retention Contest

Similar to the previous two contests, a retention sales contest rewards the salesperson who's retained the most customers or perhaps has the longest-running customer for the month, quarter, or year. This encourages your sales team to boost your customer retention and, therefore, your ROI.

Pro tip: Check out this article on retention techniques and share it with your sales team.

6. Customer Reviews

This contest is a little different from the others on this list. A sales contest centered around customer reviews essentially rewards the salesperson with the most or most positive customer reviews.

Review contests are a bit more involved, as they require your sales team to ask for customer reviews after sales calls or meetings. But this can be a good thing — it encourages your team to collect live feedback and learn more about their customers' experiences and how to improve them.

Additionally, your team can report these reviews at large sales meetings and perhaps to your broader team and organization.

Pro tip: Customer reviews are vital for local SEO, so try to get customers to review your sales team and organization online.

7. Sales Bingo

Sales bingo is a multifaceted sales contest that allows your sales team to pursue many smaller goals. Similar to normal bingo, sales bingo requires a 5 x 5 bingo chart filled with objectives such as:

• Book a meeting with a director.
• Schedule three demos.
• Make 25 calls.
• Send five LinkedIn messages.

You'd then pass out the sales bingo cards and ask your team to mark off the objectives as they complete them. (Remember the Free box in the middle!) The first person to get five in a row would then win a prize.

Pro tip: Run your sales bingo contest within a specific period (monthly or quarterly) so it doesn't go on too long.

8. Most No's

A “most no's” sales contest is another unique yet positive one. I don‘t know anyone — including salespeople — who enjoys hearing the word "No." This sales contest essentially rewards the salesperson on your team who receives the most "No’s" within a week or month (or a period of your choice).

This contest makes your team comfortable with hearing the word “No” and encourages them to make as many calls as possible, pushing past objections and refusals.

Pro tip: Getting lots of no’s can be stressful. Take the pressure off with a lighthearted discussion where sales staff can share funny “no” stories and commiserate.

9. Best Pitch

This is the only sales contest on the list that can be held either internally. A sales contest for the best pitch rewards the person on your team with the best sales pitch.

You can determine this winner in a couple of ways — either hold a meeting where everyone can present their pitch and then vote for the best (but not themselves) or have your team present to VPs and executives to receive feedback.

Pro tip: Regular role-playing sales pitches can improve closure stats, so include sales scenarios regularly in meetings.

10. Sales Bracket

The last and perhaps most involved sales contest is a sales bracket contest, similar to March Madness. In fact, I've seen it called “Sales Madness.”

To run this contest, create a bracket including your entire sales team. Set a threshold for each pairing (salesperson with the most sales, biggest sale in the month, most “Nos,” etc.) and choose a winner to move on to the next round.

Eventually, you'll end up with a “championship” round that will result in an ultimate winner. The sales bracket contest is unique as you can run a different sales contest for each round, raising the stakes as it nears the championship round.

Pro tip: Make sure your leaderboard/bracket is viewable to everyone and frequently updated.

11. Most Improved

A most improved contest gives your low-performing sales team members a chance to shine. Determine at least one KPI you want to measure, such as meetings held, phone calls, new customers, etc., and track which member of your team blows their previous records out of the water.

Pro tip: If you choose this contest, you must meet one-on-one with all sales staff to establish their past averages so they know what goal they should have in mind.

12. Raffle

A raffle with several prizes lets people bet on the items they want. Choose which KPIs to incentivize and track and give your team members tickets when they experience success.

Pro tip: Make each prize worth around the same amount, or you will have a lot of competition for the big prize and not much interest in the smaller ones.

13. Buddy Selling

Try a collaborative selling contest idea with buddy selling. Pair your team members and have them work together to see who can close the most sales. The pair that generates the most revenue or closes the most deals wins a prize.

Pro tip: Consider pairing high-performing salespeople with lower-performing ones so everyone can learn.

14. Increased Commission

This is a contest that everyone can benefit from. Choose a day when commission can be raised a couple of percentages, and let your team know. During those 24 hours, sales teams can make more commission and will be incentivized to make more sales.

Pro tip: You can hold this increased commission day during your slow season, giving you and your sales team a much-needed boost.

15. Content Contest

Did you know that content can improve conversion rates by 161% across all industries? Work with your marketing team to identify key pieces of content you want pushed, such as a guide, white paper, or webinar. The salesperson who gets the most downloads or attendees for the content wins!

Pro tip: Be sure to include an entry in your form field that lets leads put in who referred them to the content so they can get credit.

Sales Contest Prizes

1. Monetary Prizes
2. Gift Cards
3. Electronics or Equipment
4. Complimentary Meals
5. Boss for the Day
6. Free Tasks from the Boss
7. Free Vacation Day(s)
8. Free Personal Development
9. Floating Trophies
10. Promotions
11. Winner's Choice

11 Motivating Prize Ideas

Curious about what you can reward your sales team with when they win your sales contest? Here are 11 sales contest prize ideas. Note how some may be more appropriate for larger, longer sales contests, and some are a good fit for those daily and weekly contests.

Pro tip: If you're wondering what will incentivize your sales team, ask them. Run an anonymous survey for prize ideas.

1. Monetary Prizes

A monetary prize is pretty straightforward — simply reward your sales contest winner with a dollar amount provided in cash or as a bonus on a paycheck. (Don't forget to talk with your accounting team if you opt for this decision.) Larger monetary prizes are more appropriate for long-term sales contests and keep your sales team interested and engaged.

Pro tip: Include prize amounts in your quarterly sales budget so executives know about this upcoming expense.

2. Gift Cards

A gift card prize is a fun way to support a local or beloved business and can be perceived as something outside a normal compensation structure. Consider gift cards for restaurants, movie theaters, gas, or prepaid all-purpose gift cards.

Pro tip: Buy gift cards that the winner will actually use. For example, if one of your salespeople is a vegetarian, they likely won’t appreciate a gift card to a steakhouse.

3. Electronics or Equipment

Give away electronics or equipment as sales contest prizes. This could include a computer or phone, or even non-work-related “toys” like a grill, luggage, camera, or coffeemaker.

Pro tip: If you’re not planning on covering the taxes included in a prize, let your sales staff know so they can choose whether to accept the prize and pay those taxes.

4. Complimentary Meals

Reward your sales contest winner with free lunches for a week or month. Perhaps you offer to order in, cater lunch for a period of time, or have your winner expense their meal.

Pro tip: Set a spending limit so you can predict the cost.

5. Boss for the Day

Put your sales contest winner in charge for the day, literally. Let them work in your office, park in your parking spot, or even run or join a meeting they otherwise wouldn't.

Pro tip: Make this prize even more fun by giving them an outfit that mimics their boss’s daily wear. For example, if you have a mustache and wear glasses, give them these props as part of their prize.

6. Free Tasks from the Boss

This reward gives away something arguably more valuable than money — time. Reward your contest winner with a free task to be completed by you. This gives your winner a chance to give away a task or project you can take care of.

Pro tip: Let your team know they can choose a funny task outside of work, such as cleaning their house, washing a car, or cooking a meal.

7. Free Vacation Day(s)

Everyone loves a day off. Give away a free vacation or personal day as a sales contest prize. Since this one is so valuable, save it for a longer, larger sales contest that runs less frequently.

Pro tip: Consider also giving a certificate to watch a movie or a pass to an amusement park so your winner can make the most of their day off.

8. Free Personal Development

Reward your sales contest winner with a free sales training seminar, educational stipend, or book they can use for personal development. Be sure to consider the demographic and interests of your sales team, as some folks may not be interested in or have time for this prize.

Pro tip: Consider letting your winner use their personal development stipend on a non-work related prize such as a pottery or photography class.

9. Floating Trophies

A floating trophy prize is exactly how it sounds — a trophy or plaque that is rewarded to and passed between the winners of a weekly or monthly sales contest. This type of prize is typically paired with a smaller incentive like a gift card or small monetary prize, although it carries bragging rights in and of itself.

Pro Tip: If you want your winner to get attention from other departments and visitors, be sure to choose an eye-catching and unique trophy they can display on their desk.

10. Promotions

If a new position opens up, consider motivating your team with a promotion. Salespeople typically thrive off competition, especially if something as big as a promotion is available. So, let your team know that the contest winner might be the next boss.

Pro tip: Consider being transparent about salary increases and title changes before awarding the promotion so everyone can manage their expectations.

11. Winner's Choice

Provide your sales contest winner with a variety of prizes to choose from, whether listed here or not. This keeps your entire sales team interested and engaged in your contest and working toward the prize regardless of their interests.

Pro tip: Similar to a complimentary meal prize, you will want to set a limit for the cost of a winner’s choice prize.

How to Run an Effective Sales Contest

In the past three decades, I’ve learned a great deal about effective sales contests (often by making mistakes). Here are six of my biggest takeaways.

1. Keep it simple.

Your salespeople shouldn’t have any trouble understanding the rules of your contest. When it’s hard to understand how to win — or who’s currently in first place — their enthusiasm about participating takes a hit.

What does a simple contest sound like? You could reward every salesperson who meets a certain target for meetings set or give prizes to the five reps who increase their calls-to-demo rate by the highest percentage.

Aim for a contest you can explain in two sentences or less. And if you’re still unsure if it’s confusing, ask one of the senior salespeople on your team for their feedback. (As an added benefit, they might spot loopholes or problematic rules you’ve missed.)

Pro tip: Be sure to hold only one contest at a time. This guarantees you won’t distract your team from the behavior or outcome you’re trying to promote.

2. Make it fun.

Contests should have an element of fun. A little levity helps your salespeople bond and makes the competition more memorable.

To give you an idea, I used to give away my services to the winning salesperson. I’d wash the rep’s car, pick up their dry cleaning, even clean their house — whatever they wanted.

It’s always fun to see your boss doing a menial task. This type of prize also shows your team you’re devoted to their success (and have a great sense of humor!)

Pro tip: Try crafting your contests around office inside jokes as well. For example, perhaps the winner gets to take everyone to lunch at a local restaurant the entire office loves.

3. Involve your sales team in the planning process.

Alternatively, let your reps choose what they’ll win. I used to get everyone in a room and ask, “Do you need a team motivation program?”

The answer was always yes. I’d explain the contest rules, then say, “You’ve got X dollars — decide what the prize or prizes will be.”

This strategy has three effects:

• Your reps are more invested. Having direct control over a major aspect of the competition drives buy-in from the start.
• The reward isn’t what you think they want; it’s what you know they want.
• Your salespeople will feel gratified by your decision to hand over the reins.

Pro tip: Even if you don’t use an idea for a particular contest, keep a record of it in case your team wants to use it for future contests.

4. Give daily or weekly updates.

Few people stay committed to a competition if they don’t know where they stand. Strive to give daily or weekly updates, depending on how quickly each salesperson’s status changes. At HubSpot, we typically put up a live dashboard so every rep can check on their progress whenever they’d like.

Some salespeople will check it every hour — that’s how intent they are on being number one. Imagine losing this powerful motivator just because you didn’t keep your team up-to-date.

Pro tip: Have your team log sales in HubSpot’s free CRM software so everyone can be updated in real time.

5. Don’t make false promises.

It might sound obvious, but never promise a prize you can’t deliver on. In 2002, a waitress who won a sales contest for a new Toyota was understandably furious when she was presented with a toy Yoda instead.

She sued her employer — and won.

If you don’t deliver what you promised, your salespeople will lose trust in you (not to mention, all motivation to engage in future competitions). Before you announce a prize, calculate what you’ll be on the hook for if your reps do as well as possible. You might not be able to afford the reward if they really blow it out of the park. When in doubt, skew conservative.

Pro tip: Supply chain issues can make finding prizes like tech difficult. If your winner wants something you can’t find, let them know quickly so you can get them an alternative prize or offer a gift card so they can buy it when it is available.

6. Hand out prizes ASAP.

I once gave my salespeople their prize money nine months after they’d won it. Needless to say, they weren’t happy.

You’ve set a deadline for the contest — why should the deadline for the award be less important?

Distribute prizes as quickly after the contest ends as possible. It’ll be far easier to rally your team for the next contest if they’re not still waiting for their prizes from the last one.

Pro tip: Create a reminder for yourself at least a week out to purchase the prize or make plans for delivering the chosen incentive.

Sales Contests = Sales Results

Follow these sales contest ideas, prize recommendations, and guidelines, and your sales contests will noticeably impact your team's motivation, camaraderie, and, just as importantly, their results.

https://blog.hubspot.com/sales