Page 88 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

would do the trick.

2. Make the contest team-based. If there are 12 people on the sales team, form
four teams of three salespeople and have the teams compete rather than have
every man for himself. This approach has a remarkable impact on team
culture, especially in the early phases of team building. For the first three
years at HubSpot, every contest I ran was a team contest. The positive
impact on team culture was remarkable. I would often see high-performing
salespeople help out their teammates who were lagging behind. The
salespeople who were lagging behind worked late in order to avoid letting
their teams down. After three years of team-based contests, I finally ran a
contest based on individual performance. For the first time, I witnessed
accusations of cheating and saw backstabbing behavior on the floor. We
immediately returned to team contests.

3. Make the prize team-based. In addition to making the contest team-based,
choose a reward that the team experiences together. Rent a limo to take them
to the casino, buy them a golf outing, or send them sailing for a day. Making
the prize team-based maximizes the positive impact on culture. Not only
does the team win together, they experience the reward together. They return
to the office with photos of the great time they had…together. People feel
good about their colleagues. Teams feel motivated to win the following
month.

4. Send out updated contest standings every night. At least once per day, the
contest standings should be published to the entire sales team, if not to the
entire company! This is such a critical execution point. Without daily
updates, contest effectiveness will drop precipitously. Even if it means
compiling and posting the results manually, publish the results every day.

5. Choose the time frame wisely. The time frame needs to be long enough to
drive home the desired behavior change but short enough that salespeople
stay engaged. A daily time frame is too short. Weekly contests are on the
briefer end of acceptable. A quarterly time frame is probably too long.
Monthly contests are ideal.

6. Avoid contest fever. Don't read this section and implement five simultaneous
contests. Overlapping contests will dilute each other. Run one contest at a
time for a given group of salespeople.

The Best Contest I Ever Ran