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.
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