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 direct impact on revenue and is a key factor in the success of nearly any business.

Improving sales productivity means maximizing results and minimizing the resources used. This is no easy task.

Studies show sobering statistics about the state of sales productivity. A study by Aberdeen Group reports that two-thirds of sales reps fail to reach their annual sales quota, and only 20% of sales reps are top performers. This reflects the reality that the majority of salespeople have significant room for improvement.

Why is this? In part it is due to the fact that salespeople have a lot on their plate that has nothing to do with selling. A recent study estimates that sales reps only spend about 37% of their time on activities actually related to selling.

What can we do about this? To start, try these 7 strategies to improve sales productivity.

Prioritize

Busier salespeople are not necessarily more productive. One of the best-kept secrets for effective and productive work is very simple: get your priorities straight. This allows you to work smarter, not longer.

A study conducted by Wrike shows that over half of sales reps are unclear about their priorities. This confusion negatively impacts sales reps ability to accomplish key goals. The best team managers take the time to outline and explain both individual and group priorities.

Eliminate or Automate Extra Tasks

Though multitasking is often seen as an asset, research shows that it is often counterproductive. The same Wrike study shows that 60% of sales reps struggle with working on too many things once.

Sales reps only spend about one-third of their time actually selling, and administrative tasks are responsible for a large part of the drain on productiveness

Simple steps like automating email responses can cut down on busy-work, but technology can do a lot more than that these days. Setting up web campaigns that give prospects easy access to informational content, video tutorials, and product reviews can help push prospects further down your sales funnel before involving sales reps.

How to Increase Productivity: Measure Everything

Measure Everything

Many companies fail to improve sales productivity because they don’t consistently track key metrics.  CIO Insights reports that disorganized data and limited visibility of metrics presents problems for 40% of sales organizations.

Data quality and visibility is essential to gaining key productivity insights and track improvement. In fact, the most successful sales teams are often the most data-focused. A recent Accenture report shows that 57% of high performing sales teams rely heavily on sales analytics, compared with 16% of underperforming sales teams.

Invest in Sales Enablement Technologies

Strategically chosen cales enablement technology can have a big impact on sales productivity. 

Sales gamification solutions are a powerful addition to classic CRM systems. Primarily designed to motivate sales teams, they help get sales reps more engaged in daily activities, and motivate teams with healthy competition.

Use Your CRM

CRMs play a huge role in many sales organizations today, but achieving good user adoption can be a struggle.

Consider that the average sales rep needs to update over 300 CRM records per week. It’s no surprise that companies are more and more turning towards tech solutions to enhance CRM data and usage.

CRM user adoption has declined as processes become more complex, and surveys show that reps waste a lot of time trying to interpret and organize CRM data. Automating and simplifying the CRM updating process can go a long way to cut down on frustration.

Data visualization is also key to user adoption. Keeping data visible helps create accountability and transparency. Reps are more likely to update data regularly and not let a backlog pile up, and data errors are easier to spot.  Sales leaderboards are an extremely useful tool for live data visualization.  Real-time performance broadcasting helps improve data quality and boost awareness of your KPIs.

Improve Sales Productivity: Work in your priorities

 

Recognize

Positive reinforcement is as powerful as it can be simple. Recognizing team members for their successes, big and small, can go a long way to incentivize productivity and enhance performance. A culture of positive and constructive feedback helps build a healthy sales organization. 

Team engagement and dedication, while hard to measure numerically, are important motivators of sales productivity. Thus, recognition and support should be encouraged both from sales team managers and peers alike. 

Communicate With Your Team

Last but not least, it’s you can’t take sales productivity to the next level without good communication with your sales team. Sales reps need to know and to be constantly reminded of priorities and expectations. More is more in this case. A Harvard Business Review survey revealed that 70% of employees are more engaged when senior leadership continually updates and communicates company strategies.

Still, communication is not just about passing along information. Encouragement, and engaging employees in open dialogue are key to building a healthy sales team.

Improve Sales Productivity: Communicate With Your Team

 

How can Hurrah! Help Improve Productivity for Sales Teams?

When it comes to improving sales productivity, we like to think of Hurrah! Leaderboards as the ultimate tech solution.

  • Recognize

    Celebrate achievements instantly with real-time recognition.

  • Communicate

    Communicate goals and strategies with your team.

  • Engage

    Enhance employee engagement with gamification.

  • Adopt

    Improve CRM user engagement and data transparency with live metrics displays.

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:

 

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