Sales contests and recognition awards are the stuff of business legend. Everyone has heard about companies offering large incentives for producers to sell more–awards for producers that sell the most in a given period, sell more of a touted product, sell the most to an industry, etc.

Unfortunately, sales contests seldom work. In the movie “Glengarry Glen Ross,” Alec Baldwin plays a character named Blake, who announces a new incentive program to his salespeople. “We’re adding a little something to this month’s sales contest,” he says. “As you all know, first prize is a Cadillac Eldorado. Anybody want to see the second prize? Second prize is a set of steak knives. Third prize is you’re fired.”Can this be the only way left to hold a sales contest? Maybe, since incentive is what makes the sales world go ’round.

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