In our previous post, we talked about the importance of engaging millennials at work. This time we will uncover the 5 top secrets for running a sales contest that leads to a record-breaking month for revenues. Ready to find out how to motivate your sales team?
Sales contests are a powerful tool to motivate young people both individually and as a team. Just like we pointed out in our last post, millennials are known for being the talent that’s trickiest to retain in the workplace because they are unlike any of the generations that have come before them.
So, when it comes to making these energetic and autonomous professionals compete with each other, especially in very stressful sales environments, every input counts.
At CRM Gamified, we live off of the challenge of trying exciting, new ways to implement gamification that help your company’s sales reach the next level. That’s why we won’t be shy in this post when it comes to sharing our best advice stemming from our several years of experience and trial-and-error.
Ready to ignite the motivations of your sales team, including those of your millennial hires? Here are our 5 top sales contest secrets you need to know before even thinking about implementing this gamification tactic in your department:
Remember the importance of being visual
Recognition, incentives and coaching are usually the three main things that come to mind when you think of sales contests. If you want to achieve good results in all three by using this powerful tool, you need to keep in mind the importance of being visual.
What do we mean by that?
Well, it’s proven that contests are most effective when the team is able to actually see the progress it’s making right in front of their eyes. For example, our Hurrah! Leaderboard helps to view the changing statistics in real time in a fun and innovative way, which works as a terrific incentive, both for competing and collaborating.
Technology is your main ally
Following up with the previous point, there’s hardly any other more effective way to catch the millennial’s eye than through technology. Practically born with smartphones in their hands, millennials are accustomed to engaging with multiple screens at the same time.
With an extremely easy to use and highly customizable interface, Hurrah! Leaderboards is sure to take your CRM experience to the next level by showcasing rankings and metrics, or playing music, announcements or videos to liven up the work day on tv screens and/or individual computers.
Don’t be afraid to break the mould by bringing the techie millennial spirit into play!
Set the right goals and incentives
It’s human nature to try to improve. However, in order to do so, you have to have a clear picture of what you really want to achieve. Not only is this true in life, but the same goes in sales. Therefore, itis essential for your sales team to have outlined goals as well as incentives.
And, we are not just talking about money. In fact, for the millennial generation, working is not just a mere obligation nor a social mandate. When it comes to their professional lives, millennials are looking to have a rich experience that is not only rewarding, but meaningful, challenging, and flexible.
Keep this in mind when you think of what kind of incentives you are going to put in place during the contest. Remember that a day of vacation or even a free licence to get creative during office hours are highly appreciated.
Finally, don’t forget that contests have to be implemented with a clear communication strategy. This means not only being able to set the rules and make sure they are followed, but to listen carefully to all the feedback given by the sales team during the process.
Not everything is about volume
Don’t get us wrong. Volume is important when we talk about sales and productivity in general. However, it’s a common mistake to think that every competition has to be about volume. Within your industry, it’s very likely that there are a few big players you’d love to have as clients. Getting their attention is one big goal that can be turned into a contest.
More so, you can also think of a way to encourage better customer service through special rewards and prizes.
Never forget the importance of having a way to survey your customers, either after they’ve completed a purchase, or periodically, according to your needs.
Don’t underestimate the surprise factor
Sales aside, contests are often intended to create an environment where players support and encourage one another.
However, one of the main challenges is to not pit each of your team members against each other. To keep up the healthy competition, you need to encourage every sales person to work in a collaborative way to reach certain objectives.
This balance is not always easy to achieve, and that’s where the surprise factor comes into play.
First of all, everyone needs to know and truly feel that they have an equal opportunity for success. That’s why it’s highly recommended to distribute the leads wisely and yet maintain the mystery and excitement of the game.
Even though the person who converts the most sales will win the prize, everyone should feel the motivation to participate, learn and, of course, have fun during the process. Think about, for example, implementing a system in which the winning member gets to choose their reward. There are hundreds of ways to customize rewards, taking personal tastes and personality into account.
And there you have it! With these 5 secrets for successful sales contests, you will be able to run a contest that turns your team into a lean, mean sales machine!
To learn more about how Hurrah! Leaderboards can help you exponentially improve your sales contest effectiveness, schedule a demo today!