Page 1

CNBAM Best Sales Incentive Every fall semester The Daily Vidette produces and distributes a Dining & Entertainment guide. With a poor economy and advertising down this past year, the advertising manager decided the time had come to motivate the sales staff with an incentive program. The programs purpose was to increase sales of the Dining & Entertainment guide and engage the staff in friendly team competitions. The program involved monitoring how much each of the four teams grossed by displaying four pizza pans and filling them up with pizza slices, as well as monitoring individual and staff successes. The program was designed to be easy to understand and offered various rewards to engage every member of the staff. The program offered four different rewards: the team with the most restaurant advertisements split $100, the individual who grossed the most financially won $20, the individual who sold the most online directories won $20, and if the entire staff reached quota the next sales staff meeting would be held at Gill Street Sports Bar & Grill. There were different methods to monitor the progress of each individual, team, and the staff as a whole. Each team had a pizza pan to represent their portion of the quota. Pizza slices represented $292.00 and as they sold ads, their pizza would fill up. Teams continued to perform so well that pizza cutters, breadsticks, and parmesan cheese shakers were added to show their success. Each team leader also had their picture eating different foods near the pizza pan to humor the staff. At the end of the contest, the team who grossed the highest amount won the reward of $20 per person. To monitor the individual successes, a sheet of paper was posted for the consultants to write down their sold advertisements. This made it clear for everyone in the office to see who was performing well and who could use some additional help. E-mails were also sent out a couple times a week with Dining & Entertainment guide updates. Each individual performed so well that the staff was searching for more businesses to join the guide. A list of new accounts was created to add to the incentive program. If these clients participated in the guide, then the individual received an additional 20 points toward their weekly activity points. The staff responded exceptionally well to this incentive program. As their pizza pans were filling up, they were excited to know what creative items would be added past the pizza slices. The bonus of having a sales staff meeting at Gill Street Sports Bar & Grill also generated a lot of excitement throughout the office. With our quota set at $7,000 the staff ended with a gross of $9,145.85. The team who won had eight restaurant advertisements, the individual who grossed the most was Ryan Lajiness with $2,035, and the entire staff was able to enjoy a meal at Gill Street Sports Bar & Grill. The guide had an increase of 185% from the 2008 Dining & Entertainment guide. Overall the program encouraged team bonding, created friendly competition, increased sales, and generated excitement around the office. This type of incentive has set an example of how successful the staff can be and The Daily Vidette plans on creating more programs to mimic the results.


4. a. Best Sales Incentive Program

POPOPOLY Choose “rewards” to act as incentives. The rewards typically used might be a Slim Jim, a small pack of gum, a single package of microwave popcorn, a packet of gourmet hot chocolate, a snack-sized candy bar, etc. Basically, they’re items you can buy in bulk and separate for multiple rewards thus making it more cost effective. Write description of each reward on a slip of paper, fold, slide inside a colored balloon, and inflate. Tie balloons on colored ribbons we save from our Housing Fair event , and hang from ceiling on throughout sales room. (see attached photo). Set up system for what sales accomplishment leads to a rep being able to pop a balloon and earn their reward. -

Upsell color to a current client Upsell frequency to a current client Upgrade a current contract Close any kind of paid deal with a prospect Sell a client into a special publication (premium price) for the first time Sell a client on a product they’ve never tried before (posters, inserts, etc.) Managers discretion – for outstanding sales efforts that go above and beyond

Once any of the above accomplishments are achieved, the rep provides evidence, pops a balloon and receives their reward – IMMEDIATE REWARD & INSTANT GRATIFICATION! The IDS gives tiered bonuses for going a certain percentage over monthly sales quota, which helps the reps stay motivated. Popopoly goes one step further and creates a fun, highly charged atmosphere where everyone wants to get in on the fun and start popping on a day-to-day basis. Sometimes a rep will save their pops and do them all at once. It creates quite a stir when you get to pop four balloons in a row with everyone watching. Reps know who is popping and who isn’t. It creates the right kind of peer pressure. As balloons are popped, they get replaced with new ones. Make sure to have the exact number of slips of paper with the exact/corresponding number of each kind of item. The system changes slightly from year to year, and spring semester 2009 (see attached) we added some grand prizes. Every time you achieved a slightly bigger goal you got entered into a drawing for a big prize. We also added timelines to some of the accomplishments. Though the Ad Directors don’t get to participate, even we enjoy this incentive program!


Popopoly Rules to Win 1. 2. 3. 4. 5.

Sell a week of puzzles through May 8 to a new client. Upsell a client a spot of color…not one of the color specials. Sell a Little 500 ad as a Friday repeat. Sell a client an online ad (different from #8 below). Get a new client to run in Freshman Edition or Orienter. A client that did not run in last year’s editions. 6. Upsell a current client a bigger ad in Freshman Edition or Orienter. 7. No ad problems (scheduling errors, late copy, late payment, late proof request, late proof response) for two days in a row. 8. Show up at least 5 minutes early for each shift in a day. 9. New Online Housing Guide ad. 10. Sell a new client on posters and/or brochures through May 8.

How to qualify for the top prizes (enter drawing often)… - Sell larger than a quarter page or cover ad into any publication through Graduation Weekend Edition. - Get a prospect to run -Get a commitment for any ad for next year. -Sign contract client to same level for next year by May 1.

How to get the Ludacris tickets (enter drawing often)… -Reach 90% of your goal by Wednesday, April 22 -Upsell contract clients for next school year by April 22.

Spring semester 2009


Business Card Roundup Gather up your client’s cards folks and get some cash for your pockets! We will be collecting all of your business cards in the bin throughout the Fall semester. Put your name on the back and throw it on in. Every card will be worth $1 at the end of the semester. Weekly drawings will bring you cash on the spot!


Kent State 4A – Best Sales Incentive Program Round’em up! A new incentive program that we did for our staff was the Business Card Round Up. Times are tough, and a sales call can no longer be on the phone. So we encouraged our staff to get out and about to visit their clients and prospective clients in person. The Contest • Collect business cards from your client/prospect • Write your name on the back and put it in the round up box • Cards will be tallied at the end of the semester; for every card, that rep gets $1 • Every Friday at the team sales meeting, 1 card will be drawn from the box. That rep gets $10 cash on the spot. The Rules • Card must be from in-person visit with client or prospect • No duplicate clients per rep • Write the date of the visit on the back of the card • No limit to how many cards you collect The Results This incentive led the way to over 60 in-person visits that normally would have taken place on the phone. Of those in-person visits, a quarter of them were new clients to our paper. Another quarter of the clients signed contracts with the paper. Overall Every single card collected resulted in business for the paper. The staff loved it (who does not love cash?) and the clients loved the personal attention. The incentive also created some healthy competition amongst the staff. Everyone wanted to win the $10 per week to buy lunch after the staff meeting. Needless to say, we will be doing the contest again next semester.


Best Sales Incentive Program Our sales efforts for the 2009 Living Expo exceeded the previous sales record for this event.  2009 brought in sales of $21,750, 62% over 2008 sales of $13,500. We met with the sales  b h l f$ % l f$ h h l team often, discussing ideas on how their clients could participate in the expo, helping them  discover different ways to sell it to potential clients. Then we brainstormed with the sales  team on incentives they wanted to see as reward for meeting sales goals. The sales team chose the incentives, and the sales managers put together a thermometer of  The sales team chose the incentives and the sales managers put together a thermometer of achievement, so everyone could visually track our progress towards team rewards. This  motivated the team to be competitive with one another. To further enhance the  competitive spirit, whenever anyone in the office makes a sale worth more than $500, they  get to ring our “BIG SALE” bell in the office, and everyone shouts, “Show me the money!”  Reps strive to have the opportunity to ring the sales bell, because they like to be cheered on  and have that sense of accomplishment. Something so simple, yet truly motivational itself! Here is a recap of 2008 vs. 2009 sales: 2008 Living Expo

2009 Living Expo ACC - U. Crescent/Burbank Commons

$5,000.00

Sterling Northgate

$2,000.00

Tiger Manor

$ $2,000.00

Tiger Manor Tiger Manor

$3,500.00

Sterling Northgate

$2,000.00

RW Day COLLEGE PARK: Burbank Commons/U. Crescent

$2,000.00

Capital One

$2,000.00

$1,000.00

RW Day

$2,000.00

The Gates at Citiplace

$1,000.00

Campus Advantage

$1,000.00

Belle of Baton Rouge Casino

$1,000.00

Park Place/River Palms

$1,000.00

RW Day RW Day

$500.00

Place du Plantier Apts

$350.00

Fairway View

$350.00

All State: The Burke Agency

$350.00

Campus Crossings: Brightside

$350.00

Campus Crossings: Highland

$350.00

Campus Crossings: The Venue

$350.00

Laser Tag of BR

$350.00

Beau Chen

$350.00

Biomat USA

$350.00

Dominoes

$350.00 $13,500.00

RW Day

$500.00

Campus Advantage

$375.00

Campus Crossings: Brightside

$375.00

Campus Crossings: Highland

$375.00

p g Campus Crossings: The Venue

$375.00 $

Louisiana Culinary Institute

$375.00

Tiki Tubing

$375.00

Planned Parenthood

$375.00

Dominoes

$375.00

Regions Bank

$375.00

Don Carter'ss All Star Lanes Don Carter All Star Lanes

$375 00 $375.00

Mellow Mushroom

$375.00

Beau Chene Condominiums

$375.00

Bridal Boutique

$375.00

Residential Life

$375.00

$21,750.00


Best Sales Incentive Program The “BIG SALE” bell – reps get to ring it anytime a sale is made worth more than $500, and  the office shouts back “Show the office shouts back,  Show me the money! me the money!”


Best Sales Incentive Program Living Expo Sales 2009 – Highest Sales Ever 62% increase in sales over 2008

Thermometer Posted in Office with running total Thermometer Posted in Office with running total


Sales Incentive Plan Fall 2009    2009 has been an exciting time to work at The State News. Our paper celebrated its  th 100  birthday and our staff was more excited than ever to be a part of this celebration. As a  tribute to the paper, our account executives competed in Operation: Happy Birthday State News   to earn points and show our gratitude towards the paper!  This sales incentive plan was one that focused around two major concepts. First was to  add a level of fun and excitement to selling for a promotion and the other was to motivate the  account executives and spike revenue.    Building of the cakes  Five teams of five worked together with their team leaders to design and create a  birthday themed team name that would represent them throughout the competition. The teams  were: The Donkey Tails, The Ribbon Dancers, The Birthday Cake Dancers, Team FunFetti, and  Team Birthday Suits. The team names were posted on the bulletin board so progress could be  closely tracked week to week.    Lighting of the candles  Every Monday morning each team leader would total up their team points and place  their paper candles on the board. Points were earned for selling for two of our promotions,  Housing Guide and Pre‐Game. Points were awarded for the following achievements:    5 points for selling a black and white ad   10 points for a sale with color   15 points for a new advertiser    25 points for a premium page  The first team to reach 100 candles/points would win an actual cake on the final day of  the competition.    Results  After a month of pitching and selling, our teams sold more than 100 points worth of  candles, which is a good forecast for future birthdays for The State News. When space deadline  arrived, the competitive nature in our office shined through, account executives were running  around the office, on the phone making last minute sales and furiously adding up their team  point totals. At the end of the day, Team Birthday Suits were victorious earning more than 300  candle points. I awarded them with a homemade green frosted cake with white writing that  read “Happy 100th Birthday State News!” along with a surprise prize of one office hour off for  each of them since they went so above and beyond.   The friendly spirit of competition helped to increase our numbers for both promotions  by $3,000 of additional revenue each, $6,000 of additional revenue overall. The staff is ready to  take on another competition in hopes of another “sweet” prize.               


OPERATION:   HAPPY BIRTHDAY   STATE NEWS  Housing G uide & Pre-G ame 5 pts any b/w sale 10 pts any sale with color 15 pts for any NEW advertiser 25 pts for a premium page                    


Bulletin Board    Here is a shot of our team bulletin board with two of  the creative team names and their candle points.  Points were updated each Monday. 


January
6,
2010
 Best
Incentive
Program
 UNC
Charlotte

 


Incentive
programs
are
a
must
in
our
office
when
it
comes
to
building
excitement
and


raising
sales
through
friendly
competition.
We
use
them
to
keep
account
executives
motivated
 and
so
that
they
know
where
they
stand.
Having
such
a
small
sales
team,
we
find
that
having
 incentive
programs
builds
that
spirit
of
competition,
especially
when
older
executives
see
that
a
 new
executive
is
out
selling
them.
Our
incentive
programs
usually
involve
a
game
board
with
 pieces
that
represent
each
account
executive.
This
year,
with
the
addition
of
some
new
 technology
in
our
office,
we
decided
to
get
a
little
more
advanced.

 



Our
graphics
designer
thought
up
an
idea
of
having
an
incentive
program
that
is
all
on


the
computer.
This
was
great
because
now
we
could
do
so
much
more
with
it
than
you
can
do
 with
some
cardboard
and
game
pieces.
First
we
titled
the
incentive
program
“Leaving
for
LA”.
 This
incentive
program
winner
was
the
account
executive
who
both
made
their
goal
and
sold
 the
highest
dollar
amount
of
advertising;
the
winner
was
to
win
a
free
trip
to
CNBAM
in
LA.
This
 was
great
motivation
for
the
staff.
The
month
that
our
program
was
in
place
was
one
of
our
 best
months.

 


The
program
was
made
with
the
goal
of
each
account
executive
having
to
get
from


Charlotte
to
LA.
Each
different
major
city
and
state
was
placed
throughout
the
game
as
the
 account
executive
traveled
along
a
computerized
map
of
the
US.
Each
distance
had
a
set
dollar



amount
to
reach
it.
We
used
a
spreadsheet
to
monitor
the
sales
numbers
and
used
the
 information
to
move
the
account
executives
through
the
computerized
map
of
the
US.
Each
 account
executive
was
represented
by
her
face
on
an
old‐school
video
game
background.
The
 account
executives
also
got
to
choose
what
kind
of
car
they
would
ride
in
across
the
country.
 There
will
also
little
tasks
along
the
way
that
could
advance
account
executives
further
if
they
 were
completed,
for
instance,
on
the
fifth
day
of
the
month
everyone’s
car
broke
down
and
 whoever
made
the
most
sales
calls
that
day
would
have
earned
enough
money
to
get
it
fixed
 and
could
advance
to
the
next
city.

 


All
of
our
account
executives
enjoyed
this
program
because
it
was
interactive.
They


could
access
it
whenever
they
wanted
through
their
office
computers,
since
it
was
updated
 weekly.
It
was
also
a
key
tool
for
our
management
staff
in
our
weekly
sales
meetings.
We
did

 fun
stuff
such
as
trivia
about
the
marketing
department
so
that
account
executives
could
earn
 bonus
items.
One
such
item
was
a
friend
in
their
car,
so
you
they
not
have
to
make
the
trip
 alone.
The
winner
of
this
program
also
got
something
more
than
extra
money
on
their
pay
 check
‐

they
got
a
free
trip
to
LA.

 


Overall
this
program
was
the
best
program
we
have
ever
had.
It
was
not
just
a
“look
and


see”
where
you
are
on
a
game
board,
you
got
to
go
into
the
game
and
virtually
see
where
you
 were.
It
was
something
that
was
new
for
us,
but
isdefinitely
the
way
we
are
going
to
do
all
of
 our
programs
in
the
future.




University of Texas The Daily Texan

Points Program-Sales Incentive Category 4 A

In summer of 2009 Texas Student Media advertising department implemented their first ever points program as an incentive program for the student staff. The purpose of the points program is to motivate account executives on several aspects surrounding the sales office. With ten different ways to score points, account executives are motivated by abstract points instead of other costly incentives. How the program works: Account executives are given a list of ten ways they can score points, from going over their meeting quota to receiving points for extra participation in the office. During the month they must log their point on an excel sheet we have on the server. This excel sheet not only adds up the account executives individual points, but also displays all of the other account executives points to date. Now to prove things, such as using an advertiser, the account executive would have to turn in a receipt from the location to the student director in order for their points to be accepted. At the end of the month the top two point earners would receive an award with their name and a bonus. Also, the points program is used as scale to measure outside of raw numbers of how hard an account executive is working. Only the top 6 point earners are eligible to receive the Sales Super Star bonus, which is voted on my the professional staff and given to the hardest worker that month. The action of using an account executives advertiser helps to get our advertiser the results they expect. By simply seeing more college students in their place of business makes the advertisers value the college market, which is who we serve. With our advertisers seeing this they are more prone to utilizing Texas Student Media to reach out to the college market. Although we are from the advertising department, the business is still receiving our hard earned cash. Many times throughout the semester account executives will check the paper or the master account before they venture out to lunch or decide on where to get their oil changed to make sure they get points. Other categories such as meeting overages, power hour, meetings with others, and outdoor days give account executives an extra motive to reach out to new clients. Every month each account executive is required to go on 15 meetings, when they go on more than necessary, this increases their chances of a sale. Power hour is a speed calling session that is predetermined one per week. Account executives typically create a list of new clients to call and set up meetings with, the person with the most calls receives the points. As for going out on meetings with others, account executives are encouraged to work as teams which not only increases morale but also the chances of closing the sale. Usually when only one account executive goes on a sales call they are limited to their own specific idea of what to pitch a client, and can become baffled when they do not know the answer. When a second account executive is thrown into the mix an alternative opinion or an answer to the baffling question could sway the client into advertising. Now, it would be ideal for account executives to team up on their own, yet when only one is receiving the commission, this additional meeting could be a waste of time for the second rep. With the points system playing a factor, more account executives volunteer to go on extra meetings because of the additional points they receive. In correlation with this, an


University of Texas The Daily Texan

Points Program-Sales Incentive Category 4 A

extra encouragement for account executives to take that step and go on in person cold call meetings is aided by the extra 25 points they receive that month. Lastly, as an effort to increase sales across medias extra account executives are also awarded points for making what we call “creative sales�. This means the advertiser not only purchases print, but also radio, TV or online advertising. The points program has created an air of healthy competition in the office by doing more things that aid the sales process and our existing clients. Since each account executive is able to access the points tracker from their own computer and all the points are compared on the first page make it easy for all account executives to see where they stand in the competition. Aside from checking the points tracker, points are announced at meetings at least once per week. With the points system in place, Texas Student Media has been able to cut cost by replacing what would be out of pocket expenses or trade for incentives with points. The system has given account executives an extra incentive to go above and beyond their minimum duties. The account executives extra effort is what gives TSM a competitive edge over other news outlets in our area.


Points System Points

Action

Qualification

5

Meeting Overage

Points for every meeting you go on that is over the 10 required meetings.

5

Achieving over Quota

Receive points for every 10% you go over your quota

10

Using an AEs Advertiser

15

WED Game Points

15

Surprise points

15

Meetings

20

20

25

25

Bring a receipt of your purchase. Earn additional point for taking a friend along with you, bring in their receipt as well. Points that will be awarded as the prize for winning the weekly sales game. Point will be given out at the end of the week upon Student Manager and Students Director’s disgression of the hardest worker that week. Going out on meetings with other AEs. You will only receive the max amount of points for the first meeting you go on with that person for that day, and an additional 10 points for every meeting there after.

Creative Sales

Any sales that are sold in a packaged deal, meaning print with TV, Radio, or Online. If 3 products at packaged additional points will be rewarded.

Power Hour

Power hours will be held 2-3 times a week. The AE with the most amount of calls will receive the points.

Outdoor Days

For every cold call meeting you go on, you will receive points. Must produce a copy of the business card to Student ad Mgr/Director.

Supplement Games

Supplement Manager will award these points accordingly with approval from Student Manager/ Student Director

Points are awarded out only with final approval by the Student Director. Points will be displayed in the office for AEs to see. Points will be tallied at the end of each month. The top two point winners will each receive a bonus. The top 6 point winners will be considered for the Sales Superstar Bonus.


September 2009 Rep 32 Lauren 32a Jordan 52 Natasha 52a Ryan 53 Ashley 53a Anu 54a Taylor 301 Tommy 301a Kathryn 302 Megan 302a Jen

Total Points Total Points 190 155 540 110 440 105 190 215 215 190 110

*Do not change. Wll update automatically


At the Kansan, in addition to the weekly paper, the summer semester is in large part characterized by one thing: the Back to School issue & special section. Back to School is distributed to University of Kansas students during the first week of school and is by far the largest special section we turn out. It is available to students the week leading up to our first day of classes, wrapped by the largest broadsheet edition of the newspaper that the Kansan produces throughout the entire year. It is important for this section to be as big and as successful as possible as it bridges the summer and fall staffs. It marks the beginning of the fall semester and, provided it is successful, acts as a springboard and gauge to how our fall semester will start from a revenue standpoint. Given the undeniable success of the previous summer semester, with a best of category award for the issue under our preverbal belt in addition to recordsetting revenue topping $60,000 for the issue, our staff had a tough goal to attain and the hurdles of the downward economic trend paired with an extremely young staff—none of whom had experience selling our summer products-- to overcome. A healthy dose of competition was just the trick. Having surpassed our summer edition quota with time to spare, we turned our full attention to Back to School in an effort to uphold its prior success and ensure our staff’s stability entering into the fall semester. We certainly wanted the sales incentive to be creative and stress the importance of Back to School, or BTS, given that August’s revenue goal of the fall semester depends on it. Because classes and the newspaper distribution begin in the middle of the month, the amount of papers is about half the number we distribute in other months. We still have to make up that revenue, but must do it in limited days. The more ad revenue we sell into the Back to School section eases the pressure of our August quota. We knew the section needed to be big and complete, and by implementation of an innovative sales incentive, we wanted to make sure our 2009 fall semester got off on the right foot. These goals birthed the concept of the BTS Challenge. Each account executive and senior account executive was challenged to a race for points, allotted based off an outlined point system. The objectives necessary to earn points were tailored to the needs of the staff with our BTS goals in mind. Points were granted in one, three, five and ten point increments based on the difficulty of the task and its contribution to attaining our revenue goals and long-term success of each representative and the Kansan.


Considerably, the most unique aspect of the challenge, and certainly the most attractive to the competitors, was the prize structure. Each of the six competitors had the opportunity to place first, second or third with a specified reward for each. Third place offered a $100 winning; second place, $150; and first place, $250 as well as a full page, full color ad in the Back to School issue centered around the champion. The response from the staff was extremely enthused, stimulating the office in the weeks leading up to BTS deadline. The current standing of each representative in the BTS Challenge was tracked on a large board. Each competitor’s picture was posted on the board and assigned a color to represent them. As points were earned, they collected dots in their color, filling the board with an assortment of colorful dots as the representatives completed objectives and strived to surpass quota. To keep each player motivated, a broadsheet hung on the board with a 6x10 space blanked out reading “Whose face here?� The picture of the representative in the lead each day was moved into the position with paper dollar bills representing their potential winnings. The outcome of the BTS Challenge incentive resulted in a $8,500 surplus of revenue over goal, setting BTS at 118% to goal, and a record-setting summer semester. First-semester account executive, Joe Garvey hailed as the winner and received $250 in excess commissions as well as the 6x10 full color ad in Back to School. As a management staff, we were extremely pleased with how the reps stepped up as well as the overall moral in the office. We saw an increase in competitive spirit and office hours and, as importantly, we witnessed an increase in effective advertising campaigns as a result of their consultative sales strategy. The BTS Challenge proved successful for the account executives, their clients, and the University Daily Kansan as a whole.


BTS CHALLENGE point syste m

POINTS

Complete BTS revenue tracker with zone manager Have a one-on-one with Todd or Cassie Present zone manager with challenge client & brainstorm sales strategy Contact 3 new businesses IO BTS product before July 22 Sell a student organization into BTS Sell an ad including “drink responsibly� mention

POINTS

Up sell a client Sell a new business into a BTS product Take a manager on a client call Close a sale with a manager present Sell color Collaborate with a creative to design ad around strategic message Sell a client in menu guide

POINTS

10

POINT

1 3 5

IO a BTS product Be the first person in the office Attend all your office hours for the week Clean the office Sign up an apartment complex for BTS distribution Brainstorm with another AE on an ad Sign-in for an empty classy hour

Sell one client into 3 BTS products Sell your challenge client into a BTS product Sell 10 clients into BTS Broadsheet and/or Tabloid Sell 3 clients on the football posterfull color advertisement run Shown above: half page, Take Jon on atoclient callspecial section included in 1st in the Back School


Shown to the right, the first-place award for the BTS Challenge. The winner, Joe Garvey, was able to utilize the ad space as he pleased and chose to feature a picture of himself along with his record-breaking sales zone in celebration of, not only his own, but their collective success. To the left, a view of the ad as it ran in the issue of Back to School.

2010-4a-2  

CNBAM Awards 2010

Read more
Read more
Similar to
Popular now
Just for you