Nov 13, 2017
Written by: Tricia Mikolai
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November is a tough month; staff start planning their Christmas break and summer holidays. Spring is in the air, and people like to check out early and enjoy the weather – especially when they already know if they’ve earned a bonus or not.
Regardless of what your sales people want to do, there are still several business weeks left in the year for them to finish strong. Don’t let their focus fade. Instead, use these tips to sustain sales focus right through the last business day of the year.
Look at sales results from the same time last year (November through last business day in December) for each team or individual. Use this as a baseline and reward them for every 1 unit or $X over that baseline this year.
A strong start for 2018 is based on the quality of your data. Give each person a list of leads or accounts to review, update or remove. To make the prospect of clean-up more enticing, run a weekly sweepstakes. For each “clean” account in the database, the owner is entered in a sweepstakes (make sure you have someone to spot-check the accounts). Draw several names each week for prizes of variable amounts.
Let each team or individual set a sales goal to achieve by the end of the year (within parameters). For everyone who achieves the goal, add them to a sweepstakes or award them with a prize. People respond to taking ownership and are much more likely to achieve a goal they set rather than one that’s set for them. You may be pleasantly surprised by what people choose as their goals, and it will give you insight into their personal priorities.