A sales campaign that uses incentives is a skills-based, motivational program that rewards best performers based upon their business activities and/or accomplishments over an established threshold or performance goal.

1. Drive Performance with a Sales Campaign
Rally Your Team
Raising the bar on performance
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Faster ROI, Low Risk, Better Performance
Start Small, Think Big

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A skills-based, motivational program that rewards best performers based
upon their business activities and/or accomplishments over an established
threshold or performance goal.
In other words, there are no winners and losers, only earners and non-
earners.
WHAT ARE SALES CAMPAIGNS?
• SALES CAMPAIGNS ARE VERY TARGETED They tell employees exactly what you want them to do and what their
reward will be when they do it. These are the ideal and essential drivers of high performance. Efforts are reinforced by
reward, which in turn makes permanent adoption of high performance techniques and behaviors more likely. Finally, the
company is able to collect data indicating which employees are performing and which goals are being accomplished.
All of this helps foster better business management, and lays the groundwork for more educated decisions in the future.
• SALES CAMPAIGNS IMPROVE MORALE In challenging economic times,
employees face rejection and difficult calls every day. They need more support
and reinforcement than in times of economic growth. A sales campaign can act as
a lever to break up their day-to-day routine and infuse the environment with
something new, positive and motivating.
• SALES CAMPAIGNS PROVIDE MEASURABLE RESULTS The ROI is very easy to
determine. And the fixed up-front costs usually average around 20% of the budget. The
remaining 80% is paid only when the goals are reached. This “deferred budgeting” aspect of
sales and sales campaigns is consistent with the “pay for performance” approach preferred by
many sales organizations.

3. SEVEN STEPS TO SUCCESS
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1. Set your contest OBJECTIVE
2. Decide how to MEASURE your contest
3. Define CRITERIA for choosing contest earners
4. Select contest PRIZES to award
5. Create a plan to COMMUNICATE and roll out your contest
6. Announce Winners/Earners and Determine ROI
7. Maintain CONTROL
• A contest needs a clear, challenging, motivating and measurable objective.
• You’ll improve the likelihood of success by rewarding the one or two behaviors that will lead to achieving your contest objective.
• Motivating the largest portion of your team can have the greatest impact on your results.
• Using non-cash prizes adds a variety of important intangible benefits, including positive associations for the participants, perceived value
higher than cash, and evidence of the contest’s strategic significance.
• A fun and memorable theme helps generate excitement and keeps participants engaged throughout the contest.
• Frequent, effective communication of contest details and progress helps keep salespeople focused on success and committed to
achieving the objective.
• Celebrating success and gathering feedback from the winners helps generate positive momentum that can bridge the time periods
between contests.
GUIDELINES

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