The other day as I was talking with Kerry, a banker in Texas and he mentioned an amazing new way he’s motivating his branch’s sales team…Bingo! Well to be exact, it’s more like “Product Bingo.” Here’s how it works… to help motivate his branch sales team to cross-sell bank services, Kerry created a Bingo card with 16 boxes. Each box had the name of a bank product that could be sold or referred by the branch staff. The rules were simple, like in regular Bingo, the first branch staff member that crosses out 4 squares in a row wins Bingo. And the first branch staff member that crosses out all squares wins Blackout.
Now I know the first thing you’re thinking…this could be bad for the customers. In light of some recent bank scandals, what stopping the bank staff from selling a customer a bank service they didn’t need? I mentioned this potential issue to Kerry and he said you can avoid this problem by creating the appropriate culture in the branch. A culture of looking for opportunities to help the customer not push bank products. He also emphasized that management must reward “quality” over “quantity.”
Since implementing the Bingo game, Kerry said he has seen significant improvement in referrals and branch sales. And as a side benefit, the branch sales staff was more excited about referrals and cross-selling.
Well not to be outdone, I took Kerry’s Bingo idea and applied it to one of my community bank clients. But instead of “Product Bingo” I created “Sales Activity Bingo!” My Bingo card had 16 boxes but each box had a business sales activity Branch Managers were required to perform. These sales activities included…Getting an appointment with a prospect, Following the Sales Call Format, Using Reference USA to research prospects, going on a joint call with a Commercial Banker, etc. Nothing wild, just those basic sales activities that help generate business sales.
The rules for my “Sales Activity Bingo” are also simple… Any Branch Manager that crosses out every square in 30 days will win a prize. We still have about 15 days to the end of this Bingo game but already I’m seeing significant changes. All the Branch Managers are now more focused business sales activities and they are more motivated. It will be interesting to see the final results at the end of the game in mid-October.
So what do you think? Will this work for your sales team? Do you have another game or competition that you’ve used to motivate your sales team? If you do, please send them to me at Cfisher@thesalesinstitute.com
If you would like a free copy of Kerry’s “Product Bingo” card or my “Sales Activity Bingo” card, click here!