In this exciting episode Mark addresses a listener question on how to maintain sales rep attention and focus throughout a sales incentive. He draws on personal experience, highlighting in great detail how he negotiates the most from a special event and then uses that to differentiate his sales incentive from the many others. The example he uses is the event – Fleet Week while the incentive built around the sponsorship is Battleship. Mark reveals a “secret weapon” he used in the Battleship incentive that gained much needed sales rep attention and participation resulting in record sales for the supplier. He then talks about sales rep training suggestions, the sequence, and details how to motivate this critical component of your team.