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Spiff of The Month: The Auction

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Spiff of The Month: The Auction

BY INSTORE TEAM

Published in the February 2013 issue.

In this game, sales associates are challenged to make a personal bet that they can hit a big sales target tied to a particular prize (the bigger the target, the bigger the prize). Be sure to get the math right when setting the targets. For example, if a 5 percent gain over last year earns the associate $100 in cash, make sure the store is still profiting.

 Best suited for a defined promotional period, such as the run-up to Mother’s Day or graduation season.

At a store meeting, challenge sales associates to set ambitious sales goals for themselves. Goad them into setting the biggest, hairiest target possible. After the first sales person announces his goal, challenge the others: Who can do better than this?

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 Set up a tally board in the back room to keep track of how everyone is doing.

 Remind everyone where they stand at each morning meeting.

At the end of the contest, have a special award ceremony. Pay in cash, not with checks. Hearty commiserations for those who fall short.

SOURCE: Taken from Harry Friedman’s The Retailer’s Complete Book of Selling Games and Contests.
Information: www.thefriedmangroup.com or (310) 590- 1248

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