Contests, competitions and incentives that you can start using today (for your remote teams)!

1. Motivating
sales teams
*right now*
CONTESTS,
COMPETITIONS, &
INCENTIVES FOR
THE LONG HAUL
presents

2. Over 75% of sales
orgs are running
sales competitions.
Ambition State of Sales Performance Survey

3. COMMON (EASY TO FIX) SALES CONTEST MISTAKES
WE SEE ON THE REG
The "why" behind the competition is unclear.1.
2. The competition metrics and standings aren't visible or real-time.
3. Contests are only designed for A-players.
4. You need a better carrot.
5. There isn't enough buy-in or buzz leading up.
6. Leaders under-value the power of public recognition.

4. No Why?
Reps are burned out, bored, and
disengaged.
You’re babysitting your reps so
they’ll do the right activities, at
the right pace.
All or part of your sales team is
remote, and you need to create
accountability.
You have low performance
visibility because *nobody* is
logging things in your CRM.

5. No visibility?
Don't bury competition details in
spreadsheets only you can see.
Whiteboards are old-school.
Integrated, real-time TVs move
the needle faster.
Remote visibility = Make sure
those screens are viewable via
URL.
Real-time slack alerts are even
better.

6. A-players
only?
Extend contests longer than 1
week to reinforce change over
time.
Make sure you incentivize "most
improved" metrics over or
alongside "best of" .
Focus on "efficiency metrics" ex:
instead of # of calls >> call
connects and meetings set
Run team competitions & pair
newbies with veterans; Top
performers with lower performers

7. Crappy
incentives?
Even if you have a budget, public
recognition & bragging rights go
a long way.
The best incentives are:
Something they desperately
want.
Something they don't really
need.
Something they would never,
ever buy for themselves.

8. No buy-in?
Communicate every aspect of the
competition on the front-end
before it ever begins.
Don't just explain the set-up &
prizes, explain how the ultimate
goal is tied to their success.
Make sure the contest
contributes to their long-term
professional development. If it's
just for fun, they will not take it
seriously.

9. Don't underestimate the
importance of public recognition
in real-time as a mechanism to
make your team feel more
connected (and accountable).

10. ambition.com/sales-
gamification
For more tips, tricks, and templates head over to our
gamification hub now.