Sales Contests Do’s and Don’ts: How to Create an Awesome Competition to Encourage Your Sales Team

When managed well, sales contests are a great tool to inspire your sales team, boost productivity and improve employee satisfaction. Done poorly, sales contests can be alienating, generate negativity and ultimately fail to generate desired results. Here we’ll share the biggest do’s and don’ts of managing sales contests, so you can create great sales contests for your team.Sales Contests Do's and Don'ts

1 – Align Metrics with Business Objectives

When designing your sales contest think about your organization’s overarching strategies. A main reason that sales contests don’t yield the desired results is misaligned metrics. A good sales contest should have between 2 and 4 high-level objectives that coincide with the organization’s executive strategy.

An example of this might be the following: With the high-level objectives of 1. developing a professional network and 2. leads nurturing, run a sales contest on pipeline building and include both active leads as well as contacts for sales nurturing.

2 – Get Creative with Incentives

It’s not all about the cash. In fact, findings show that monetary incentives alone are poor motivators over the long run. Rather they are most effective when the have a positive impact on engagement and team spirit.

Take the time to survey your sales team and find out which incentives are more attractive and why. Be creative and think about days off, vacations or even fun group activities that the whole team can enjoy.

3 – Run Team Contests

Ditch the “every man for himself” ideology. Sales is no longer an individual’s game. Organizations are beginning to see more and more the benefits of collaboration and they are changing sales incentives accordingly. Studies have demonstrated that, when organized in teams, individuals tend to perform at a higher level in sales contests. A study by the Incentive Research Foundation found that individual incentives increase performance by an average of 22% percent, while team incentives can increase performance by as much as 44%.

Create group competitions for a boost in friendly rivalry and team spirit. Or directly have your team compete against itself. Set up a contest where your team competes against their performance from a previous year or comparable selling period.

4 – Advertise and Broadcast Progress

Make sure you advertise your contest so that everyone is aware and informed of the dates and details. Begin internal communications well in advance so reps have the contest in view ahead of time.

During the contest communication is vital. Research shows that sales tend to spike at the beginning and end of a contest period, while dipping in the middle. Measuring and broadcasting live contest metrics can help keep sales teams engaged more consistently over the full competition period.

A tool like leaderboards software can be invaluable to effectively communicate objectives and strategies, measure and display employee progress in real-time, and give immediate recognition based on results. Sales Contest Do's and Don'ts

1 – Don’t Create Conflicting Incentives

Don’t get carried away. Make sure first that contests never overlap. Competing incentives will keep you from getting the results you want.  Focus on one goal at a time and make sure that the sales team keeps interested and focused for the best results.

It is also important to make sure that the focus on promoting a particular behavior through a sales contest does not conflict with daily activities and organizational goals. This will reduce normal productivity and get in the way of advancing other goals for the team.

2 – Don’t Over-complicate

Sales contests should be simple, communicable, and have a clear strategy. Establish clear rules and choose the contest time frame wisely. Make sure your team will actually benefit from a concerted effort toward a particular goal at the time you set your contest.

Periods that are particularly busy, or that often require salespeople to turn their attention to activities that are not part of the sales contest are not conducive to productive contest results.

3 – Don’t Only Reward Top Performers

Management loves top performers but to think they’re the only ones that matter in a competition is a mistake. Those who are consistently top closers are actually less likely to up the ante when a sales contest is in progress.

Give the rest of the crew a chance to earn recognition by measuring both activity metrics (calls made, emails sent) and objective metrics (new client meetings set, deals won). Focus on effort and growth as opposed to just end results.Sales Contests Do's and Don'ts

 4 – Don’t Overlook Underachievers

Underachievers should be the primary target to motivate with sales contests. Overlooking them is a giant don’t on our list. It’s estimated that only about 40% of the performance boost during a sales contest comes from the efforts of the top 20% sales reps. That leaves a lot still on the table. 

A contest that is engaging, team-oriented, and that offers valued incentives will be most likely to motivate the entirety of your team and generate the best results.

Think collaboration beyond competition and take advantage of healthy sales competition to build trust and team spirit among your people. Ready to begin?

Did you find this post useful? Let us know how you feel in the comments below!

7 Strategies You Can Use To Improve Sales Productivity

Sales productivity has a significant impact on revenue and is the ultimate key factor for success in any type of business.

For sales reps, improving sales productivity means maximizing results while minimizing the resources expended. This is no easy challenge. According to a study conducted by Aberdeen Management, two-thirds of sales reps fail to reach their annual sales quota.

Moreover, it’s estimated that only 20% of sales reps among teams are top performers. Which leaves the majority of the workforce with room for improvement in the productivity department.

So, how to capitalize on human talent and be more efficient with the allotted time? Discover these 7 strategies you can use to improve sales productivity and form stronger relationships with clients and leads:

Invest in Technology

When properly designed and executed, Sales Enablement Technologies can make a huge difference, both increasing productivity and motivating sales reps.

Considering that the average sales rep needs to update over 300 CRM records per week, it’s no surprise that tech is rattling the sales world in the best of ways.

Measure Everything

According to a recent Accenture report, 57% of high performing sales teams rely on sales analytics, compared with the 16% of underperforming teams.

Tools such as leaderboards are extremely useful when it comes to visualizing the number of daily activities each seller has made, in real time, boosting awareness and recognition.

 

How to Increase Productivity: Measure Everything

 

Keep the team motivated

As we just pointed out, technology solutions may work like a charm. But just having the tools will not deliver the results.

The sales team must have enough motivation to actively embrace the technology and incorporate it into their daily workflow to boost productivity levels.

Always remember to focus on positivity and supporting each member of the team through the whole sales process.

Implement training programs

It takes over 7 months and almost $30.000 to fully train and onboard a new sales rep, according to a recent Aberdeen research.

Moreover, unhappy and unproductive employees often complain of the lack of learning opportunities provided by the company they work for.

Work on your priorities

Working long and hard hours doesn’t necessarily mean you’re being more productive. Productivity’s best-kept secret is simple: visualizing your priorities.

Research conducted by Wrike found that over half of sales reps feel unclear about their priorities. This directly results negatively on their individual performances and also on the overall accomplishment of collective goals.

 

Improve Sales Productivity: Work in your priorities

 

Eliminate or Automated Superfluous Tasks

The same Wrike study we previously mentioned also shows that 60% of sales reps feel that they are working on too many things at the same time.

Although many times it’s seen as an asset, multitasking can be counterproductive and lead to a lack of focus.

It’s estimated that sales rep only spend one-third of their time actually selling, which means the other work hours are spent on administrative tasks such as reading and responding emails, attending meetings and updating CRM.

Communicate With Your Team

Last but definitely not least, it’s impossible to take sales productivity to the next level without fluid communication to the team.

They need to know and to be constantly reminded of priorities and expectations. But also encouraged and engaged in open dialogue.

A Harvard Business Review survey revealed that 70% of employees are more engaged when senior leadership continually updates and communicates company strategies.

 

Improve Sales Productivity: Communicate With Your Team

 

How can Hurrah! Help Improve This Productivity?

When it comes to implementing strategies to improve sales productivity, we like to think of Hurrah! Leaderboards as the ultimate tech solution to adopt. For instance, it can be set to display various KPI’s, and dynamic values that managers want to track and relate to their team’s daily goals.

With Hurrah! you can measure the total sales for the day, the week or any parameter of opportunities won by team collaboration and effort. As far as motivation goes, Hurrah! is designed to inspire a culture of success. Both for individuals and the whole team.

Leaderboards can recognize achievements in a clear, customized and visually appealing style.

And how can gamification oriented software like Hurrah! help in the training process? It can greatly decrease attrition and turnover rates through fun interactive experiences.

Leaderboard contests and recognition can also turn mundane and meticulous training materials into easily-digestible and highly effective learning programs.

And finally, Hurrah! can become the ultimate communication tool for the entire team. You have the complete freedom to announce important meetings, share goals, present news, and events. Or get everyone excited about the company trip to the Bahamas (or so we hope! 😉).

Did you find this article helpful? Would you like to try Hurrah! for free? Let us know your thoughts in the comment section below.

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17 Quotes That Are Sure to Get your Sales Team Fired Up in 2018

Sales can be daunting at times and motivation is hard to come by. If you’ve ever managed a team, or if you are part of one, you’ve probably already noticed that small details can effectively change the workplace.

I bet you’ve had some days where no one in the office is engaged. We know that it’s hard for your team to hit those quotas, and make endless cold calls. I’m sure you’ve also asked yourself if it’s possible to “inject” a dose of energy to get your guys riled up again. Well, we have something that can do just that: inspirational
quotes!

Have you ever stumble upon a simple yet powerful message or sentence that completely changed your day? We all have been there. That’s why we consistently bet on meaningful words to transform our mood and renew our team’s spirit! And we always win doing so.

Check out these 17 inspirational quotes that have helped us get out of bed, destroy those sales goals and leave work feeling accomplished and successful (you can even for free!):

1 – “Motivation is what gets you started. Habit is what keeps you going.” — Jim Ryun.

Sales Motivational Quote: “Motivation is what gets you started. Habit is what keeps you going.” — Jim Ryun.

 

2 – “Be miserable. Or motivate yourself. Whatever has to be done, it’s always your choice.” — Wayne Dyer.

Sales Motivational Quote: “Be miserable. Or motivate yourself. Whatever has to be done, it’s always your choice.” — Wayne Dyer.

 

3 – “Start where you are. Use what you have. Do what you can.” — Arthur Ashe.

Sales Motivational Quote: “Start where you are. Use what you have. Do what you can.” — Arthur Ashe.

 

4 – “There will be obstacles. There will be doubters. There will be mistakes. But with hard work, there are no limits.” — Michael Phelps.

Sales Motivational Quote: “There will be obstacles. There will be doubters. There will be mistakes. But with hard work, there are no limits.” — Michael Phelps.

 

5 – “Setting goals is the first step in turning the invisible into the visible.” — Tony Robbins.

Sales Motivational Quote: "Setting goals is the first step in turning the invisible into the visible." — Tony Robbins.

 

6 – “Nothing will work unless you do.” — Maya Angelou.

Sales Motivational Quote: “Nothing will work unless you do.” — Maya Angelou.

 

7 – “Quality is not an act, it is a habit.” — Aristotle.

Sales Motivational Quote: “Quality is not an act, it is a habit.” — Aristotle.

 

8 – “The most common way people give up their power is by thinking they don’t have any.” — Alice Walker.

Sales Motivational Quote: “The most common way people give up their power is by thinking they don’t have any.” — Alice Walker.

 

9 – “Life is 10% what happens to me and 90% of how I react to it.” — Charles Swindoll.

Sales Motivational Quote:“Life is 10% what happens to me and 90% of how I react to it.” — Charles Swindoll.

 

10 – “Too many of us are not living our dreams because we are living our fears.” — Les Brown.

Sales Motivational Quote:“Too many of us are not living our dreams because we are living our fears.” — Les Brown.

 

11 – “Action is the foundational key to all success.” — Pablo Picasso.

Sales Motivational Quote:“Action is the foundational key to all success.” — Pablo Picasso.

 

12 – “What we achieve inwardly will change outer reality.” — Plutarch.

Sales Motivational Quote: “What we achieve inwardly will change outer reality.” — Plutarch.

 

13 – “Change your thoughts and you change your world.” — Norman Vincent Peale.

Sales Motivational Quote: “Change your thoughts and you change your world.” — Norman Vincent Peale.

 

14 – “To be successful you must accept all challenges that come your way. You can’t just accept the ones you like.” — Mike Gafka.

Sales Motivational Quote: “To be successful you must accept all challenges that come your way. You can’t just accept the ones you like.” — Mike Gafka.

 

15 – “Failure is the condiment that gives success its flavor.” — Truman Capote.

Sales Motivational Quote: “Failure is the condiment that gives success its flavor.” — Truman Capote.

 

16 – “The most difficult thing is the decision to act, the rest is merely tenacity.” — Amelia Earhart.

Sales Motivational Quote: “The most difficult thing is the decision to act, the rest is merely tenacity.” — Amelia Earhart.

 

17 – “Success is the sum of small efforts, repeated day-in, and day-out.” — Robert Collier.

Sales Motivational Quote: “Success is the sum of small efforts, repeated day-in and day-out.” — Robert Collier.

 

We create all these images to perfectly fit Hurrah! Leaderboards. So, if you got inspired and want to use them to boost the engagement of your salespeople, here they are available to download:

 

Download Now Your Sales Quotes in Full Resolution