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March/April Cover Story
There comes a time in every sales manager's career when nothing short of a sales salvation seems in order. Or perhaps an exorcism to drive out the demons of disenchantment that pervade everyone on your team except those perennial top producers. GoalQuest, a patented sales incentive strategy, has managers singing its praises for getting even ordinary performers to produce extraordinary results...
For sales managers, a traditional incentive program is a lot like a homily: You stand in front of your congregation, preach the good word, and see who it resonates with. Sadly, the result is no different than what a good preacher reaps. Those who bought into the message to begin with continue to do so, while the masses may have good intentions, but often revert to their old ways. The message, no matter how solid or self-redemptive, never seems to take hold...
May/June Resources
Our mission is to provide insights on sales management from the smartest people in the business, but space limits how much of their knowledge we can share in print. Here are links to some of the sources mentioned in our print issue:
Global Sales Perceptions Report
According to the Global Sales Perceptions Report from Development Dimensions International, salespeople are generally perceived as being pushy, poor listeners and unwilling to take the time to understand buyers’ needs or even their own products. There are some silver linings, however.
Read the online PDF version of the full Global Sales Perceptions Report for insights on how your sales team can overcome the profession’s tarnished reputation.
Kahle's Learned Optimism
Every salesperson, no matter how good, rides the sales rollercoaster. Dave Kahle addresses the most fundamental challenge for a salesperson: staying positive through an extended dry spell.
Read his thoughts on learned optimism.
Reality Radio
Some of the best sales tales get told after a salesperson no longer sells for a living – or at least not to the customers he’s talking about. Shahram Ahari worked as a drug rep with Eli Lily for two years and says he learned how to entice doctors with gifts and slanted statistics all in the name of making a buck – or quite a few bucks.
Listen to Shahram Ahari tell his story.
Buy Lottery Winnings
“Broke lottery winners are the rule, not the exception,” says Ed Ugel. He shared his experiences working for a company that offered to buy the annuities of down-and-out lottery winners’ (at a discount, of course) with Ira Glass, host of the brilliantly simple weekly radio show
“This American Life.” (you can fast forward 19 minutes and 55 seconds into the show for his segment).
Alternative Vegas
Looking for an alternative to Las Vegas? Here is a list of casino operators as found in a report
from the American Gaming Association website (www.americangaming.org). The complete report is entitled
"U.S. Commercial Casino Industry: Facts at Your Fingertips" and casino operators list is found here:
beginning on page #25.
Each member of the sales team at Las Vegas Meetings by Harrah’s Entertainment keeps his or her edge by completing two training sessions per year. These sessions are led by Louise Upshaw-McClenny, the president of Houston-based Achievers International.
Incentive Alley
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Mouthwatering Omaha Steaks incentives will keep your employees energized and your clients and customers coming back for more! Choose from a variety of easy-to-implement programs Ð collect & redeem, product or monetary certificates, and direct product shipments. Plus, there are no minimum orders, no back orders, no inventory to keep and no packages to ship. Omaha Steaks takes care of everything. For more information, call Bob Henthorne, 800-228-2480, Ext. 8377 or visit www.osincentives.com. Anyone Can Shoot Like A Pro
This full 1080p HD LCD TV with gives viewers the boldest brights and amazing clarity. Four HDMI inputs or connect to the Web via InfoLink RRS. Ghosting and drag is eliminated with 120hz motion flow and 4ms response time. A great way to recognize those who exceed expectations. For more information, call Eric Anderson of PMC (www.pmcusa.com) at 262-743-2095, Ext. 108 (or e-mail eric@pmcusa.com). Best Buy
Golfers seeking the best driver performance money can buy will get it in the r7 CGB Max driver from TaylorMade. This driver combines the best of TaylorMade's metalwood technologies to promote maximum distance, ease of use, forgiveness and flexibility. For more details, contact Rymax Marketing Services (www.rymaxinc.com) at 800-379-8073 (or e-mail info@rymaxinc.com). Movado BELA
Ultimate Outdoors
Salesgenie.com is the leading provider of sales leads and business profiles. With 24/7 access to the freshest leads and hundreds of search selections,
you'll find the right prospects in minutes. Your reps can target large or small companies and get a contact name to call on. Get weekly leads of brand new businesses. Now
you can get 100 free leads for each of your sales reps.
Hollywood Video Gift Cards inspire the movie lover in everyone. From comedy to action to the classics, Hollywood Video has what your top performers want to watch tonight. Hollywood Video Gift Cards are accepted at more than2,000 locations nationwide. Bulk discounts available. For more details, call 866-452-4438 (or e-mail GiveHollywood@hlyw.com). Make A Wish
Celebrating Cross's role as the premier American name in fine writing instruments, the new Century Signet recalls the bold art deco styling of an
original 1930s design. Crafted with jewel-like perfection in a choice of 18K solid gold, sterling, 18K gold-filled, or platinum-plate. For more details, call Joe Nerney of
Cross (www.mycrossbiz.com) at 401-335-8121. / The Home Depot® Gift Cards
/ Wheeled Golf Bag Carrier
Reward your sales team with an entertainment escape that only AMC Entertainment can deliver. Accepted at more than 300 theatres nationwide, AMC gift cards and ticket packages are a fun and unique way to applaud outstanding performance! For more information, contact an AMC National Sales Representative at 800-262-4849 (or e-mail nationalsales@amctheatres.com)
Easy-to-shoot videos in the palm of your hand! A compact, design makes it simple to point and shoot. Recipients will capture their adventures onto MiniDv — up to 60 minutes. Grab great shots even at a distance with a 34X zoom lens. The 680K pixel CCD delivers bright bold images. The digital image stabilizer ensures a clear and focused picture. For more information, call Eric Anderson, 262-743-2095, Ext. 108 (or e-mail eric@pmcusa.com).
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Mouthwatering
Incentives
The Sony Alpha (DSLR-A200) camera is perfectly positioned to carry a new
generation of family photographers into the creative world of DSLR performance. The Alpha includes superb 10.2 MP imaging, high- sensitivity shooting, and Super SteadyShot®
in-camera image and stabilization that reduces blur. The large 2.7-inch LCD screen and creative style settings allow users to fine-tune the performance. For more information, call Sony
Premium and Incentive Sales (
Samsung 52-inch Hi-Def TV
Recognize the hard work and accomplishments of
your key players with a Best Buyª Gift Card. Let them choose what they really want like cutting-edge electronics, home entertainment products, Geek Squad services and more.
For more information, circle on the FastFax at the back of this issue, or contact: Best Buy Gift Cards (
Driving for Show
The fashionably thin bangle of the Movado BELA features
removable links at the back for a custom fit. Crafted in polished stainless steel, it also showcases brilliant diamond accents and a black Museum dial. Swiss quartz
movement, sapphire crystal, water-resistant to 3 atm. For more information, contact Joe Zanone of Movado Group, Inc. (
The outdoor lovers on your sales team will be ready for anything with this four-piece outdoor excursion set including an 11-function pocket knife,
Zippo hand warmer and 8X21 Yukon Binoculars. Debossing your brand on the front pocket of the carrying case will make sure you "Effectively Remain to be Seen." For
information on this or other branded merchandise, call Marty Stanchfield of Realm Promotions (
100 Free Sales Leads For Every Rep
in Your Company
Let Hollywood Entertain Your Top Performers
Crutchfield Gift Cards make a great incentive.
Recipients can take advantage of a large selection of items and utilize an award-winning service to help them decide. You can rest easy that your top performers have been
rewarded with something they truly want. For more information, call Crutchfield Corporate Sales (
Century®
Signet
Leverage the power of The Home Depot brand to create successful rewards, motivation or incentive program for your organization. For more details, call
Home Depot at 866-232-9037 (or visit 
It's Tumi luggage - for your golf bag! Designed for those who travel with their clubs, this bag (Model 22187) offers great mobility and functional
features including a U-shaped opening for easy loading and unloading, several exterior pockets, a shoe bag and tie-down tapes, and an easy-rolling wheel system. It's made
from Tumi's signature ballistic nylon. For more details, contact Tumi Special Markets (
Applaud Outstanding Performance
Samsung MiniDV Camcorder
