{"id":249,"date":"2007-12-17T19:41:19","date_gmt":"2007-12-17T19:41:19","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2007\/12\/17\/144119.html"},"modified":"2007-12-17T19:41:19","modified_gmt":"2007-12-17T19:41:19","slug":"behaviors-which-get-rewarded-get-repeated","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/behaviors-which-get-rewarded-get-repeated\/","title":{"rendered":"Behaviors Which Get Rewarded Get Repeated"},"content":{"rendered":"<p class=\"MsoNormal\"><strong><u><span style=\"font-size: 16pt\"><o:p><\/o:p><\/span><\/u><\/strong><\/p>\n<p class=\"MsoNormal\"><span><o:p>&nbsp;<\/o:p><\/span><\/p>\n<p class=\"MsoNormal\"><span style=\"font-size: small\"><span style=\"font-family: Arial\">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 &lsquo;the best list&rsquo;. <br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">Your commission or bonus structure already rewards results. Try running a sales contest where the account executive who gets the most &lsquo;no&rsquo;s&rsquo; wins first prize and the account executive who gets the most yeses wins second prize.<br \/>\n<\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\">Here is a little secret&hellip;..<strong><em>the person who wins first prize will also likely win second prize!<\/em><\/strong><\/span><\/span><span><strong><em><o:p><\/o:p><\/em><\/strong><\/span><\/p>\n<p class=\"MsoNormal\"><span style=\"font-size: small\"><span style=\"font-family: Arial\">Here are some of the advantages of my &lsquo;most no&rsquo;s&rsquo; contest.<\/span><\/span><span><o:p><\/o:p><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 0.5in; text-indent: -0.25in\"><span style=\"font-size: small\"><span style=\"font-family: Arial\"><!--[if !supportLists]-->1-<span style=\"font: 7pt 'Times New Roman'; font-size-adjust: none; font-stretch: normal\">&nbsp;&nbsp;&nbsp;&nbsp; <\/span><!--[endif]-->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.<\/span><\/span><span><o:p><\/o:p><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 0.5in; text-indent: -0.25in\"><span style=\"font-size: small\"><span style=\"font-family: Arial\"><!--[if !supportLists]-->2-<span style=\"font: 7pt 'Times New Roman'; font-size-adjust: none; font-stretch: normal\">&nbsp;&nbsp;&nbsp;&nbsp; <\/span><!--[endif]-->Our &lsquo;most no&rsquo;s&rsquo; 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.<\/span><\/span><span><o:p><\/o:p><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 0.5in; text-indent: -0.25in\"><span style=\"font-size: small\"><span style=\"font-family: Arial\"><!--[if !supportLists]-->3-<span style=\"font: 7pt 'Times New Roman'; font-size-adjust: none; font-stretch: normal\">&nbsp;&nbsp;&nbsp;&nbsp; <\/span><!--[endif]-->At the end of your &lsquo;most no&rsquo;s&rsquo; drive, your account reps will have overcome the call reluctance caused by the fear of rejection&hellip;after all they&rsquo;re rewarded for rejections.<\/span><\/span><span><o:p><\/o:p><\/span><\/p>\n<p class=\"MsoNormal\" style=\"margin-left: 0.5in; text-indent: -0.25in\"><span style=\"font-size: small\"><span style=\"font-family: Arial\"><!--[if !supportLists]-->4-<span style=\"font: 7pt 'Times New Roman'; font-size-adjust: none; font-stretch: normal\">&nbsp;&nbsp;&nbsp;&nbsp; <\/span><!--[endif]-->Each presentation they make will be better than the one before. Practice makes perfect. <\/span><\/span><span><o:p><\/o:p><\/span><\/p>\n<p class=\"MsoNormal\"><span style=\"font-size: small\"><span style=\"font-family: Arial\">Behaviors which get rewarded get repeated. You know the <span class=\"GramE\">behaviors which inevitably leads<\/span> to more sales. Start rewarding the behaviors or activities you want to see more of and the sales will follow!&nbsp;&nbsp;&nbsp;<br \/>\n<\/span><\/span><span style=\"font-family: Arial\">If you know another sales manager, or general manager who would benefit form receiving these free weekly tips, <\/span><span><span style=\"font-size: small\"><span style=\"font-family: Arial\"><a href=\"mailto:angela@wensmedia.com?subject=Please%20add%20this%20name%20to%20ENS%20on%20Sales\">click here<\/a><\/span><\/span><\/span><span style=\"font-size: small\"><span style=\"font-family: Arial\"> to forward their address.<\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&nbsp; 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 &lsquo;the best list&rsquo;. Your commission or bonus structure already rewards results. Try running a sales contest where the account executive who gets the most &lsquo;no&rsquo;s&rsquo; wins [&hellip;]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-249","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Behaviors Which Get Rewarded Get Repeated - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/behaviors-which-get-rewarded-get-repeated\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Behaviors Which Get Rewarded Get Repeated - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"&nbsp; 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 &lsquo;the best list&rsquo;. Your commission or bonus structure already rewards results. 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