Jun 30, 2014 By Josiane Feigon

10 Ways to Channel the World Cup's Competitive Sizzle

in Sales

I am surrounded by the World Cup Buzz: everywhere I go, I hear people shouting, arguing, clapping, singing, dancing to all this excitement. Oh, forgot to mention how highly distracting this can all be when salespeople are trying to SELL.

On the other hand: GAMES! Your sales teams are trim, toned, and primed for action. Summer sales contests and spiffs are a perfect way to build cohesiveness and excitement with your teams’ outbound prospecting efforts. And right now is the perfect time to tie the World Cup into your contest strategies and reward them with totally cool swag—World Cup jerseys, trophies, GoPro cameras. Gooooooooooooooooooal!

Here’s a short list of incentives and spiff ideas based on our TeleSmart 10 System of Sales:

1. Time Management

Set a high standard for outbound calls and track CPM (calls plus minutes).

2. Introducing

Raise the introductory bar when it comes to Triple Threat Introductions: vm + em + LinkedIn. Sprinkle some appropriate and professional texts in there.

3. Navigating

Set the LinkedIn bar high—require a minimum of 500 contacts per rep.

4. Questioning

Raise the qualification standards by requiring all leads to include the Telesmart Trust thermometer.

5. Listening

Remember the “If it ain’t in Salesforce, it doesn’t exist” rule—the salesperson who creates the cleanest tracks wins.

6. Linking

Have a 2 x 2 contest to encourage calling deeper and wider into prospective accounts.

7. Presenting

Encourage more online demos or presentations using an iPad.

8. Handling Objections

The salesperson who can race to the finish line with the quickest comebacks and rebuttals to top customer objections wins.

9. Partnering

Reward strong territory partnerships based on the highest number of new deals each partnership brings.

10. Closing

The healthiest and most robust summer funnel wins.

About the author:

Josiane Feigon is the CEO of TeleSmart, a provider of inside sales training and coaching. She has trained 20-thousand-plus salespeople and still counting. Consistently recognized among The Top 25 Most Influential Inside Sales Professionals, Feigon is one of the world’s leading experts on inside sales team and management talent. She is also a #1 Rated Inside Sales Training Bestselling author, speaker, and sales futurist. Follow her on Twitter: @JosianeFeigon