39 degrees in Perth on Friday last week…. It must be summer on the way..
I knew Miss Maud’s in West Perth not only have some nice, healthy sandwiches, they also have very good air conditioning.
So decided to take my son James there for a quick lunch and get out of the heat.
To our surprise we bumped into an old family friend while we were there.
My old friend was raving about the advice (and Free Sales Consulting) Blue Rocket partner John Blake had given him a few weeks ago about how to motivate his sales team.
In a phone call with John about another matter he had complained about how to get his interstate distributor agents to sell more of his product rather than have it as a low priority on their list.
John gave him one piece of Sales Management advice that has had his sales go through the roof…
It was as simple as … RUN A COMPETITION…
He has since started a competition for an overseas cruise to the top selling agent..
And as a result of the success of that competition, he has added 6 x 60 inch flat screen TV’s to the competition… and.. wait for it… a SeaDo Jetski..
Before you ask… ‘Has this guy gone mad…?’
Yes, he has done the Maths on it… and it all works out..
He is over the moon..
Nice work John.. another Blue Rocket Blast Off Story..
(My old friend is now talking about engaging us to work with his team Nationally on a more permanent basis..)
A win/win success story..
But here is another Winner..
BALI TRIP DOUBLES COMPANY SALES
It reminds me of our Insurance Broker client from several years ago who set a stretch target that said ‘if we achieve that figure in sales, we’ll all go to Bali…’
The team achieved the figure. We took them to Bali, did a 3 day conference (including plenty of fun, team building activities) and at the end of it they said ‘let’s do it again…’
So they set another stretch target and said if we achieve that, we’ll do it again in 2 years time.
That’s exactly what they did. Over that 2 years the company DOUBLED in size.
We even gave them a strategy whereby they didn’t have to pay the total cost… They got it subsidized..
If you want some help on the intricacies of how to set up and run a competition to double sales, contact us. There are some subtleties to how you do it.
THE THINGS PEOPLE WILL DO
One of our media advertising clients said sales went ballistic when they included a Flat Screen Tv as a prize in a sales competition.
Another Real Estate Sales Principal yesterday told me of a Sales Competition where he had his team go out and sell some sponsorship for the local school fete. He raised over $2000 in about 2 days. As he says, ‘it was a great training exercise for my sales team. It got a ton of energy and excitement in the office. And it was way easier than baking 10,000 scones and fairy cakes…’
Sales Competitions work in more ways than one..
Try one.. then let us know how it worked for you.
HOW NOT TO MOTIVATE YOUR SALES TEAM
It reminds me of the piece in the movie Glengarry Glenross where Alec Balwins character says ‘first prize is a car… second prize is a set of steak knives… third prize… is you’re fired…’
In fact.. check it out here… (this is how not to motivate your sales team…)
PS: It comes with a WARNING.. If you can’t handle some foul language.. don’t watch it..
TALKING OF NON MOTIVATION
Was on the phone to a sales champ during the week who said to me ‘Leigh.. I’ve had enough… this Sales Manager obviously just wants to get rid of me. My sales figures are way above budget but the manager keeps changing my commission, has ripped me off, keeps giving me a hard time. I’ve had 2 job offers from competitors. I’m out of here…’
I suggested going to the manager and letting them know how he felt but he just had had enough.
Another sad case of ‘People join companies but they leave managers..’
Being a Sales Manager is not an easy task.
You’re somewhere between Slave Driver and Mother Hen…
It’s a game of emotion and mathematics..
In fact I created a short Sales Training video on Sales Management and Sales Leadership during the week you can access here..
If you want more information on our Sales Management-Sales Leadership Breakthrough Programmes click here.
Alternatively, click on the GET INSTANT ACCESS BUTTON to the Free Sales Blast Off e-zine at the top right hand side of this page..
In the meantime, have a great week.