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Between the choice of a topics and the mechanics, the challenge organization needs a precise preparation, complete with an animation program that permits to maintain motivation. In this article, discover the essential success sales challenge keys :

  • Develop a challenge which is connected to precise goals

First step is to decide which goal you want to achieve. In other words, “What is the purpose of this challenge? “. Think specifically about what your salespeople should start, keep doing or stop doing, explain them clearly.

Once the necessary goals and behaviors are identified, what matters is determining details, the mechanics, the rules, the temporality, the rewards and so on. In general, the rules should be clear and easy to understand. Salespeople need to know exactly what they must do to win.

  • Animate your salespeople and keep entries

Whatever the operation duration, the challenge must be animated so as not to lose participants along the way but also to stimulate them. Results should be daily or at least weekly. Participants must be constantly motivated because motivation tends to decrease during the challenges.

Provide a system that allows your sales people to see their progress, ranking and interact with other participants in real time. Motivate them with push notification and keep them entertained with attractive and varied gifts.

Gamification is also a key. The more playful and well-attended the challenge is, the more effective it will be. It is a question of touching intrinsic as well as extrinsic factors of motivation: reward is a motivation but through a well-conceived challenge we activate other engines of implication: the need for recognition, the perceived pleasure, taste for self-transcendence, well-done work and performance.

  • Happy ending challenge

The trend is awards ceremony’s staging.  A closing night is orchestrated as a show. It can be part of an event end, whether it be an annual convention or a seminar. Winners are invited to go on stage to receive their trophies. This value them and recognize in front of the whole sales force, their efforts and performance!


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