When you run an incentive contest for your sales team, do you consider the effect the contest has on folks in other departments? It’s not like everyone else gets to run off to the beach while the sales staff races to bring in extra business. If anything, people in administration, shipping, billing and all the other related departments probably will have to take on more work as a result of the sales push, but without any increased pay or reward.
Sadly, says author and incentive program expert Bruce Fuller, too few companies act to combat this seeming inequity and help more people become motivated by a sales incentive contest. In Crank ‘Em Up!!! Brilliant Sales Contests and Bright Ideas to Turn on Your Team and Turn Up Results (International Self-Counsel Press, 1996), Fuller says that during his 14 years with a large multinational corporation, he regularly consulted with executives outside the sales and marketing departments before designing a sales incentive contest. Not only did he value their input, but it also helped guarantee that other departments would get behind the contest once it was underway.
Fuller offers these additional tips to maximize universal buy-in and involvement across the organization.