onDemand: Running Contests Sales Reps Actually Care About

Stop me if this has happened to you.

Your SDRs are behind quota. Digging through the data, you find that total activity across the board is low. Putting 2 and 2 together, you figure bumping those activities will help act as the jolt your team needs to hit goal.

So you build a contest that incentivizes dials. After all, more calls = more leads, right? And after a week of running that contest…you’re still well behind quota. What gives?!

Well fictional sales leader, I can think of a few things that are fundamentally wrong with that scenario.

And our onDemand guest, Collin Waldrip, can back me up.

Collin has run hundreds of sales contests in his career, and he’s seen it all – the good, the bad, and the ugly. And unfortunately, there is a lot of ugly out there.

In this onDemand session, we cover what sales leaders need to know before jumping into the world of sales contests – because if you don’t, you might end up doing more harm than good. 

We go over what’s wrong, what good looks like, and how Collin has used contests to make a positive impact on his team.