But there are many reasons most sales contests don't work:







win








For example, you have to decide what is new business and what isn't. I suggest you define it as follows:





If you're going to really affect sales productivity, why not encourage the activity that is most directly linked to success--sales calls?










Checklist Why sales contests fail


How they can still succeed
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Fritz Koehler, CIC, CRM, is the executive vice president of sales at the Insurance Alliance in Houston, Texas. Mr. Koehler conducts education seminars, performs risk management consulting and is an instructor for the Dynamics of Selling program. For more information on Dynamics of Selling, call 800-633-2165 or visit www.thenationalalliance.com .

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