Power Hour

A little competition can spark movement, and recently in Indiana, Tonya Ott’s Power Hour Sales Competition started a firestorm of client appointments. Having done “dialing for dollar” competitions before, but Ott wanted this competition to focus on “securing appointments with prospects with greater emphasis and reward placed on landing appointments with our TOP 25 targets.” Here is how it worked.

The Prep-work – 20 mins
Prior to meeting together each rep needs to create a contact list of their Top 25 prospective clients. Have each rep bring these to the competition.

The Competition – 1 hour
Assigned each rep a different rooms so they all had privacy and tell them they have one hour to make as many phone calls to their Top 25 prospects as they can. The goal of the calls is to set an appointment with these potential clients to talk about “Why me, Why my company, Why now”. Cash rewards are given for 1) most calls, 2) most appointments, 3) highest conversion rate, 4) most orders during the hour. Hint: As part of the prep work have your reps rank their prospective clients from the biggest to the smallest in terms of production. Then start from the bottom of your list and work up. It might sound counter intuitive, but starting at the bottom of your list will give you a chance to hone your skills, your words, and your approach before you reach your top prospects.

The Results – Immediately following
Ott found that her team was responsive to not only the format, the focus, but also the competition. In one hour, Ott’s five sales reps made 89 calls, had 43 live conversations, which resulted in 22 appointments (a conversion rate of 53%)- not bad for an hour.

Do download the “Power Hour” call log sheet – click here. For questions this sales campaign contact Tonya Ott at Tonya.Ott@ctt.com