The Theory of Contests: Using Contests to Train, Encourage, and Build Stronger Direct Sales Teams

Contests are a great way to invest back into a direct sales downline and reward people that are working hard, but contests should be a powerful tool to build businesses. Contests should help, train, and encourage direct sales teams while generating energy and excitement. The problem with many contests in direct sales is that many people fail to conduct contests in a way that narrows a performance gap, appeal to team members, and include training opportunities.

The Theory of Contests will get people in direct sales to think about why and how contests are run rather than just laying out a one-size-fits-all plan. Knowing what makes a good contest is good, but knowing why it is a good contest is powerful and can change the trajectory direct sales businesses when performed frequently and smartly.