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Is Your Sales Engagement a Lump of Coal?

Is Your Sales Engagement a Lump of Coal?

Erika Blaney

12/18/2015

From decorative offices to corporate holiday parties, the holiday season is a time for collaboration and celebration as we wrap up yet another fiscal year. However, while this year may be a jolly ole’ time for some employees, it can also be one of the most stressful times of the year for others – especially those in sales, services and support – as teams aim to close out the year strong. To keep your sales teams full of extra holiday cheer, it’s important to re-evaluate your sales strategy and optimize your organization’s sales effectiveness.

While some organizations take a Grinch-like approach of “make your quota or else,” fear-based tactics during crunch time will never properly motivate teams – at least not long-term. Other organizations engage in incentive programs (contests, SPIFFs, etc.) to motivate their teams and while some of the more traditional reindeer games can, in fact, drive short-term peaks, eventually the holiday cheer will run out like a bowl of spiked eggnog.  

Technology is at the top of almost everyone’s holiday wishlist every year – but it should be for your sales strategy too. Today’s sales managers crave more effective ways to help their teams improve performance.  That’s why managers are turning to gamification to motivate these behaviors and achieve real, measureable results. What does all of this mean for your sales team? Could gamification help your organization improve your sales effectiveness and get more than a lump of coal at the end of the year? If you’re wondering how, answer these four key questions:

  • Does your team have the information it needs? Many sales agents fail to make quota simply because they don’t have the same breadth and depth of information as their more successful counterparts or because they don’t effectively utilize the resources available to them. How do you train your team? Do they retain the information? How do you keep their knowledge fresh? We all know most sales reps would rather spend time on revenue-generating activities than training. You need to find ways to improve self- driven learning and knowledge sharing so new hires can be on-boarded quickly and veteran sales agents can keep their skills sharp to compete in today’s global – and often unpredictable – marketplace.
  • Is your CRM accurate? When customer data is accurate and complete, your sales staff can better manage sales, sales forecasts, service resources and performance. How much time do you waste questioning information, massaging sales data and goading sales teams to update – or even enter – their accounts?
  • Are your team’s activities in line with organizational goals? First things first: Make sure you identify clear performance metrics. (These typically include financial measures, activity measures and customer measures.) At Bunchball, we’ve seen that aligning sales reps’ activities to specific performance metrics can have a dramatic positive impact on quota achievement and overall revenue goals, as well as pipeline growth, call volumes and lead qualification.
  • What tools do you use to incentivize your team? Take inventory of your motivational tools. Are they effective? Keep in mind that contests alone drive a short-term behavior change (similar to a brand running a contest vs. having a loyalty program). In order to change habits and drive long- term behavior change, you need an ongoing engagement strategy.

Your company’s success often relies of the success of sales teams. Evaluate how gamification can engage them to do their best and there just might be a few extra presents under the tree this year for your entire organization.

To learn more about how the best-in-class motivates a modern sales team, check out our on-demand webinar, Beyond Coin-Operated Sales Management: How Best-in-Class Enterprises Blend Gamification, Data Analytics, and Cold Hard Cash to Drive Results, presented by Bunchball and Aberdeen Group.

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