When it comes to sales contests, it is important to communicate a sales representative’s progress towards winning. The more excitement you can generate, the better. In fact, many managers believe that the communication about the contest is more important than the prize itself.
When publishing the results, don’t just report how much has been sold so far, but also how much more needs to be sold to qualify. For example, if a sales representative still needs to sell $21,000 over the next 3 months to qualify for an annual incentive, let him know that he needs to produce an average of $7,000 per month to qualify.
When you break down a large goal into smaller objectives that cover shorter time frames, it is far more likely that the sales representative will achieve them. After all, isn’t that the whole point of your sales incentive contest in the first place?
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