4a. Best Sales Incentive Program CNBAM 2010 Christian Santacana, Sales Director The Minnesota Daily TRIPLE THREAT CONTEST The Triple Threat Contest was created in July 2009 in order to insure the success of three publications; the Fall Back to School Issue, the Employment Guide, and the first ever annual TCF Bank Stadium th th Football Guide. The contest ran from July 29 to August 28 and was started with a goal revenue of $60,000 between the three special publications. Incentives were given on a rank basis. The sales rep who sold the most in dollars won first place. There were up to five prizes. The prizes were as follows: • 1st Place - $500.00 • 2nd Place - $250.00 • 3rd Place - $100.00 • 4th Place - 2 Water Park of America tickets ($80 value) • 5th Place - $20 Caribou Coffee Gift Card There were also incentives for our clients. If they placed in just two of the three special issues, they received 10% off both of their ads. If they placed in all three, they received 15% off each of their three ads. The results are as follows: Goal:
$60,000
Employment Guide: Football Guide:
$33,572.03 $12,774.89 $24,282.49
Actual Revenue:
$70,629.49
The Football Guide never existed before, therefore bringing in an additional $24,282.49 of revenue for the month of September. The sales management team held multiple “Phone Jams” as well to motivate sales reps to set up meetings. The “Phone Jams” are essentially one business day in which the Daily sales reps call their clients and new prospects in an effort to set up meetings. The rep who sets up the most meetings by 5 PM that day wins a bonus or prize. Reps were able to know where they stood in the competition by checking the twice-daily-updated whiteboard at the front of the sales floor with all of their rankings. The contest and incentive program was not only received well by the Daily’s reps, but also by the entire organization. The results and extra revenue was a welcome sight to all departments. The contest also helped reps to learn that setting up meetings is the most effective way to sell and that selling is a contact sport; the more people you contact, the more you sell. 2221 University Avenue Southeast | Suite 450 | Minneapolis, MN 55414 Office: (612) 627-4080 | Fax: 435-5865 www.mndaily.com