The problem with many sales contests is they reward results rather than behaviors, activities or effort. These sales contests are often weighted in favor of the rep with ‘the best list’.
Your commission or bonus structure already rewards results. Try running a sales contest where the account executive who gets the most ‘no’s’ wins first prize and the account executive who gets the most yeses wins second prize.
Here is a little secret…..the person who wins first prize will also likely win second prize!

Here are some of the advantages of my ‘most no’s’ contest.

1-     Your clients sign off on the qualifying presentation with a brief explanation why they said no. Armed with this knowledge you can overcome that objection and/or uncover a flaw in your presentation.

2-     Our ‘most no’s’ contest circumvents reps pre-judging accounts or not presenting because they assume the client will say no. Some of these calls may result in a surprise sale.

3-     At the end of your ‘most no’s’ drive, your account reps will have overcome the call reluctance caused by the fear of rejection…after all they’re rewarded for rejections.

4-     Each presentation they make will be better than the one before. Practice makes perfect.

Behaviors which get rewarded get repeated. You know the behaviors which inevitably leads to more sales. Start rewarding the behaviors or activities you want to see more of and the sales will follow!   
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