How to Manage CRM Data effectively: 3 Tips for Sales Ops Teams

Sales operations is a critical piece of many sales organizations. In recent years, the responsibilities of sales ops teams have evolved beyond simply facilitating efficiency in sales teams. Sales ops now encompasses management of an organization’s technology stack and overall sales productivity.

CSO Insights conducted a recent study that defines sales ops as, “a strategic function, designed to provide a platform for sales productivity and performance by providing integrated methods, processes, tools, technologies and analytics for the entire sales force and senior executives.”

In this post we’d like to share a few tips for sales ops teams to manage CRM data effectively:


Define and Implement a Formal Sales Process

A sales process consists of a series of steps that your sales team takes to convert prospects into customers. A recent survey made by Vantage Point Performance and the Sales Management Association shows that companies that implemented a formal sales process experienced 18% more revenue growth than companies that did not. By defining the stages and related activities in your team’s sales process, you will be better able to identify and track indicators at each phase of a sale. This can help you determine where sales are most often delayed or lost and what improvements can be made.

Your CRM data is a powerful tool, but it is important to understand what is going on behind the numbers. Ttake the first step in generating an effective sales procedure for your team: gain a full understanding of the current process. Try to define the sequence of actions your sales team goes through to connect to potential buyers, identify and qualify leads, and ultimately convert leads into sales.

Think about breaking the elements of a sale down into a series of steps that might be categorized into one of three “stages” in the sales process. 1. Prospecting, or lead generation 2. Initial contact and lead qualification 3. Follow-up and personalized sales pitch. Recognize that there are many steps involved in each stage, and that any given step may require various iterations before it is successful.

Now focus on the data. Measure the activities related to each of these steps and consider the data in context. This will help you to identify the strengths and weaknesses in the current system.

There is always room for improvement, and good data management should inform changes to your sales process. What’s important is to focus how your team actually functions and to do your homework. Don’t forget that your team members are also valuable sources of information.

Consider these questions when developing revisions to your sales process:

  1. What strategies have reps found to be most successful? Are these strategies being applied universally?
  2. What steps are most commonly overlooked or neglected?
  3. What activities take the most time? Is this time productive towards closing a sale?
  4. At what stage are the most leads being lost? Why?
  5. How are leads classified? How does the sales process vary depending on a lead’s qualifications?

This kind of structural work in sales ops may take time, but you will ultimately gain a much more complete understanding of your data. This will give you valuable insight into your sales process and how to improve it.


Redefine Key Performance Indicators

Sales ops teams rely on all kinds of measurable metrics, but which are the most important ones to measure and track? You know these metrics as key performance indicators, and likely there are a handful that you constantly have your eye on. These standard KPI’s like sales closed, revenue generated, etc. are very important. However, do not make the mistake of thinking a handfull of metrics provides the complete picture of your team’s performance.Sales ops: gauge performance with KPI's tailored to your team's goals.Try reviewing your key performance indicators periodically. Keep in mind the specific goals your team has now and consider focusing more attention on indicators directly related to these goals.  For example, when implementing a new sales tool or strategy define KPI’s to track adoption. Is your company making a push to expand your product into a new market? Recognize the hurdles of initial entry and instead of focusing on the number of closed sales, give more attention to prospecting, or initial contact metrics. You can also define KPI’s to focus on problem areas in the sales process. Carefully track metrics related to a step in the sales process with a high loss rate to help determine what changes need to be made and measure improvement.

By periodically reviewing and identifying KPI’s that address specific goals, you can more easily set benchmarks for your team. This practice can also help you determine specifically where progress is being made, and where things can be improved.


Implement Sales Ops Tech Solutions

Sales ops is all about tech these days. With so many tools and technologies available for sales ops teams, look into products that can help optimize the use of your CRM data. Sales Enablement Technologies, like gamification software, leaderboards, and communication platforms can go a long way to help you manage your data and your sales team effectively.

When it comes to making the most of your CRM data with sales ops technology, visualization is key.

Consider investing in software that can help improve data transparency in your sales organization. For instance, live leaderboards are a great solution to keeping team members informed of both individual and group progress.

Tracking and displaying your sales team’s KPIs using leaderboards and data visualization technology can improve your team’s performance in the following ways. Data transparency helps team members understand their progress in relation to their peers and company goals. This increases individual and group accountability. Additionally, displaying rankings for key performance indicators can create a healthy sense of competition within your sales team that can improve engagement, motivation, and productivity. Tracking your KPI’s in real-time can also improve data quality by encouraging CRM user adoption and making it easier to spot bad data.

Check out Hurrah! Leaderboards!

Hurrah! Leaderboards software can help you manage and get the most out of your CRM data. Hurrah! is a broadcasting software solution for key performance indicators that integrates with major CRMs. The web-based application uses gamification techniques to interpret and display metrics in real-time. Designed optimally for inside sales organizations, it has proven to be particularly effective for engaging and motivating young members of the workforce.

Learn more about how leaderboards technology can improve your sales ops data management and boost your team’s engagement and productivity!

Contact us for a free demo of Hurrah!

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Healthy Sales Competition: A Myth or Reality?

You may have heard some say that, “Healthy competition is an oxymoron.” At CRMGamified, we’d like to politely disagree (at least when it comes to competition on the sales floor)!

Here’s why.

Competitions can give your sales team that extra push to take sales to the next level. When a previous record is broken, it helps everyone to realize that the only limits they have are the ones they put on themselves. Time to remove them!

Competition is also great because it leaves no room for complacency. Productivity suffers when complacency becomes prevalent for an individual, team, or organization. Contests, when run well, effectively combat complacency. They engage employees on an emotional level and appeal to their sense of competition and camaraderie.

If done properly, a competitive atmosphere can raise engagement, satisfaction, and performance levels in a sales department.

Here are some of the conditions for creating healthy sales competition:

1. Design a sales competition with collaboration in mind.

Instead of structuring contests that pit “every man for himself,” design team contests that boost collaboration. This encourages team members to motivate each other and work harder collectively. A neurological study from NYU and Carnegie Mellon found that during competition, while people do feel a “reward response” in the orbitofrontal cortex when “punishing” a competitor, they experience the same rewarding feeling even more so when cooperating with someone who is on their side.

When it comes to salespeople who are “newer to the game,” a great way to also help them realize their full potential is to pair them up with a veteran team member. This fosters collaboration, knowledge sharing and mentorship.

Healthy sales competition can also help with team building. Collaborative contests have the lasting benefit of encouraging team building and strengthening co-worker relationships. Research shows that having quality relationships at work boosts productivity and job satisfaction. Employees who have positive relationships with their co-workers tend to be more engaged with their work and committed to the organization as a whole.

2. Salespeople should compete against themselves first.

The goal for any contest is never simply to reward top performers. Rather, it is to boost sales performance across the board. Contests that reward individuals or teams with the most improvement in their metrics encourage employees to focus on their own performance push their personal limits. This can help salespeople realize the extent of their potential.

Even when running a more traditional sales contest, it is important that the message of the contest is about pushing personal or team performance to the next level, not about winning out over others.

3. Learn something.

Participation is paramount in sales contests, but only a few can ever win, so recognizing effort is just as important as recognizing results. Show everyone that there is real value in participation. Use contests as a test period, and remind everyone that even if they do not win, the purpose is to come out of it a better salesperson. Encourage viewing contests as an opportunity to push limits and hone skills. After the contest is over, have participants share their experiences. What new methods or practices did they try out along the way and did they work well or not? Sometimes it’s just as important to learn what doesn’t work as it is to learn what does. In the end, a contest is an opportunity for everyone to help each other become better at their craft.

5. Instill an abundance mindset.

There is only so much money to go around, so much love, so much friendship, so much learning… Right? Wrong! Healthy sales competition cannot thrive if team members believe someone else’s success is their loss and vice versa.

The prevalence of such a scarcity mindset sets organizations up for failure. Napoleon Hill, author of the highly acclaimed, Think and Grow Rich, argues that successful people have an abundance mindset. When someone has an abundance mindset, they don’t believe in the notion that someone else’s success comes at a cost to their own. In the context of healthy sales competition an abundance mindset it key to keeping a healthy, positive atmosphere.

Foster an abundance mindset by collectively celebrating participants that do well. Remind employees to encourage each other, and reward collaboration. Finally, work to create an office culture that recognizes individual success as general success.

These tips will help keep your sales competition healthy and positive. We hope you found new ideas to bring to your team. Remember, clear communication and transparency are also key to making sales contests work. We created Hurrah! Leaderboards so that teams can quickly see the results of their team efforts, acknowledge those who are excelling, and add an element of fun and friendly competition to the sales floor. Learn more about Hurrah! Leaderboards today!

5 Ways to Improve Sales Team Communication

Communication is key to building a confident, engaged, and  productive sales team. 

Effective sales team communication is not just about pushing product updates and pricing information. It is also essential to keeping your team motivated, engaged, and aligned with the organization’s goals and values.

Good communication is one of the marks of a great sales manager. It is also one of the hardest skills to define and hone. So, in the midst of your salespeople’s hectic schedules and full inboxes, what makes for really effective team communication? 

Here are some ways to get your message across and encourage an important dialogue with your team!

Think goals first.

Much of the value of communication gets lost in translation. We are so trained to prioritize haste, that the quality of communication often suffers. Before having an important conversation, or even sending out an email, memo, or announcement to your team, think clearly about what you want to say.

Define what you want the outcome of a conversation to be. Going into a conversation with a half formed thought will make it difficult for others to decipher your message. It will also impair your ability to listen to others if you are preoccupied with clarifying your own point.

Ask what would you like your recipients to take away from your message? Then try and strip away superfluous information. Be direct, and be brief. Less is more in the world of fast paced office exchanges and information flow. 

Listen.

Good communicators are good listeners. If your job is to manage a team, the majority of communication will be from you to your salespeople. Nevertheless, it is vital to maintain channels of communication in both directions.

Healthy and effective communication within your team is just as important as a manager’s ability to communicate well. Set the stage for your team through your own approach to communication, establish norms that foster a culture of open, respectful, and productive exchanges for your whole team.

Establish regular and open to dialogue with each member of your team. Periodic check-ins are a fantastic tool for creating space for team members to share. One-on-one’s  give every member of your sales team a chance to weigh in, and group debriefs are very helpful forums for fostering group communication.

Practice empathy.

People aren’t robots and they don’t tend to react like them. considering emotion in your communication is essential to build confidence and trust with your team.

Empathy in communication requires putting yourself in the place of the other person, and adjusting your message to how they will feel and respond. Sometimes good communication is as much about saying something it in way that people can respond positively to as it is about saying it clearly. Always be constructive. If you have to give criticism, recognize something good at the same time and encourage concrete actions for improvement.

Honesty and empathy will gain you respect so that when you have something to say, people will listen.

Know your audience and get creative.

Get to know your sales team. Showing interest in their personal and professional experiences and aspirations will help establish a relationship in which communication can thrive. Additionally, the more personal the message, the more likely people will pay attention and respond to it. 

Also, don’t be shy when it comes to getting visual and creative. Salespeople typically have high workloads and it’s not easy to catch their attention. Use humor, add fun visuals to an email, chat, leaderboard, etc. when announcing important milestones, sharing goals, organizing events, and launching new benefits.

Use tools and tech to your advantage.

In addition to clear, honest and empathetic interpersonal communication, there are big benefits to maintaining continual communication of sales team metrics and strategies. A recent Harvard Business Review survey revealed that 70% of employees are more engaged when senior leadership continually updates and communicates company strategies. Constant communication, however takes time an enormous amount of time if you plan on doing it all yourself. Luckily, there are tools out there that can help streamline this communication.

Broadcasting platforms, like this one, can be used to display team KPIs, updates, and goal trackers. This kind of communication not only helps to bring transparency to the sales process, but it also increases engagement and encourages salespeople to align their personal goals with the organization’s goals.

Learn more about how Hurrah! Leaderboards can serve as a dynamic, visual channel that improves team communication by recognizing team progress, tracking goals, displaying announcements, and more!  

 

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!

How to Easily Build a Sales Leaderboard

Have you heard about the benefits of Sales Leaderboards and how they can change the workplace environment? Are you looking for a solution that will motivate your team’s daily tasks and create a healthy competition between reps? In this post, you will discover why Leaderboards are a powerful tool and how to set one up!

First things first, it is important to know that Leaderboards are one various methods for sharing KPIs with your team. Hurrah! has several layouts for sharing different types of indicators through the workplace. We call them Slides!

What is a Slide

In Hurrah!, a Slide is the select template that appears on the screen in order to share important performance data with your team. A sequence of Slides is what we call a “Slideshow” and this sequence is what will run for your reps during the working hours.

With each type of Slide, you’ll be able to share interesting information about the team’s performance. For each KPI, we often need different layouts and designs. For example, if you want to keep your team attentive with deadlines, a countdown is ideal.

If you want to show which reps have the best results in the week, like the ones that are making the most phone calls, the best Slide would be the classic Leaderboard template!

Some of the most used Slides in Hurrah!

Multi-column Leaderboard Slide: can be used to display multiple values at the same time, to have a better understanding of the global performance or simply display additional useful information. Such as sellers that have created the most opportunities, number of leads, etc.

Announcement Slide: this is the perfect slide to improve communication with your team. It displays a custom message that can be used to announce company events, personal milestones, inspiring quotes, and so on.

Dynamic Value Slide: with the Dynamic Value you can configure announcements of achieved entity values. For example, the revenue reached from tickets sales this month, or the number of tickets sold for a game.

Countdown Slide: with this type of slide you can set countdowns to a specific date. Some examples: number of days until some special event. Or a countdown to the season opener.

Media Slide: with this slide, you’ll be able to play short video files or display images on the special media slide. It can be used to showcase a company accomplishment or upcoming event.

Each of the slides has the ideal design for different situations, metrics, and goals. The best part is that you can always diversify. After all, using only one kind of Slide can bore your reps. And that’s the opposite of what you are looking for, right?

Hurrah! Sales Leaderboard

 

Why should I use Leaderboards for my team

Well, among all the Slide templates, the best known and most used is the Leaderboard template. Are you wondering why? Leaderboards are particularly effective in creating a healthy competitive environment.

They are responsible for bringing that perfect dose of gamification into the sales routine. The fact that the reps are been ranked, stimulates the desire of being in first place. And, consequently, to be recognized for all their hard work.

An incredible advantage of Leaderboards is that you can create them using various metrics. For example, different leaderboards for those who are selling more and those who are putting better quality data into CRM. What is the result of this? You drive the behaviors you want to see on your team and can still recognize each one by their specific abilities.

After all, we know that our team is not made up of people who have the same qualities. Because of this we should look and recognize everyone! This recognition is what will make each member of your team feel motivated and wanting to overcome their own limits.

How to Easily Create a Sales Leaderboard on Hurrah! in 5 steps

Now that you understand why the Leaderboard template is the big winner (pun intended 😋) when it comes to different types of Slides, let’s see how easy it is to create one.

Despite its ability to stimulate complex behaviors in your team, it is very simple to create. There are no excuses for not using it! Take a look at its simple creation in Hurrah:

1# – Selecting a Slideshow

The first thing you’ll need to do is select a Slideshow (the presentation in which you want to insert the new slide).

Start off by going to the SLIDESHOWS tab and select one.

After doing that, click on SLIDES. Click on the + symbol and start creating your new slide!

How to build a Sales Leaderboard - Select a Slideshow

 

2# – Slides Gallery: Choosing your Slide Type

This is Hurrah’s Slides Gallery! Here you’ll see all the templates for creating slides. In this case, we are going to choose the Bar Graph Leaderboard template.

Select a Slide Type to build your Sales Leaderboard

 

3# – Giving information to build your Leaderboard!

Now your slide will need some information. Such as: how many reps do you want to see on the Leaderboard? Which metric do you want to track and rank? For how long? A week, a month, a day? Put all of this data in and you will display it on the TV!

Giving information to build your Sales Leaderboard

 

4# – Choosing the Background

This is the visual part. The background brings about the energy that you want to transmit to your team.

Scrolling down on this same page, you’ll find the “Background” selector. Click on this image to bring you to the gallery.

After this, you’ll see the vast array of backgrounds. Now you’ll need just to choose one! 

Choosing a Background for your Sales Leaderboard

 

5# – Saving your Slide!

This is the big moment! Your Slide template selected. Your Metric selected. And your Background selected. Now all you need to do is just click SAVE (found in the top right-hand corner).

That’s all! Your new Leaderboard is in your presentation and ready to run. 😃

Saving your New Slide of your Sales Leaderboard

 

Simple, isn’t it? Would you like to try it for yourself? Get your Hurrah Free Trial for 14 days!

Try Hurrah! for Free

 

 

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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The Top 6 CRM Gamification Mistakes (And How to Avoid Them!)

When we implement Gamification on our CRM, we expect to take full advantage of it. Right?

In this post, we are going to show you the most common mistakes during this process, so you can be aware and avoid them at all costs. Don’t let any small hiccups stop you from getting all the benefits from your new Gamification!

To give you an accurate approach, we have merged our personal experience in the Gamification field, with various testimonials from other CRM Gamification Experts. Check out this list and take note 📝:

Mistake 1 — Focusing on Rewards Instead of the Process

When Gamification and CRM are working together, is very common to use the prize appeal. People become more engaged when they have a tangible reward.  

Yet, according to Nicolas Babin, ranked #1 Gamification Guru in March 2018 by Rise Global list’s, there is a gap in this technique.

“The biggest mistake one could say is when people game the system, meaning they use gamification to win a prize and in the meantime, they do not fill out the CRM system correctly or honestly”, Nicolas pointed out.

When you advertise a very attractive reward, people will do whatever it takes to win (even cheat). Instead of the “achievement” being the most important, the prize itself becomes the main focus.

How to solve it:

“To prevent that, it is important to not offer great prices and to ensure borders, so that no one can game the system and cheat”, advised Nicolas.

Prizes are useful to establish and align common goals with your team, but It should solely be a recognition symbol for the good work and commitment of the reps.

Some of our clients used to reward their team members with tangible prizes such as concert tickets, trips, etc. This is great, although we have noticed that the most stimulating prize for sales reps is much simpler: recognition.

Displaying their names on Leaderboards generates a constant appreciation internally, for their hard work. This also catches the eye of Managers and C- Level Employees. Imagine the CEO seeing your Big Sale on the screen. That’s a real prize.

Employee Recognition Hurrah! Sales Leaderboards

Mistake 2 — Believing that Gamification alone will solve all the problems

“The biggest mistake is thinking that gamification alone will solve long-term issues with using CRM (or any service). If the root issue is not understood (why are people not doing what I want them to do) then gamification will often only add a novelty boost in activity.”, pointed Andrezj Marczewski, author of Even Ninja Monkeys Like to Play (2015).

As mentioned above, when we acquire a new tool we expect to see the “magic” happening instantly, and forget that it usually starts off as only that: a tool. Like any tool, it needs a context to function. It also needs someone to handle it. It can’t do the whole job by itself.

How to solve it:

To begin you must ask yourself: why are you using a CRM and why is the CRM important to the company and the company’s goals? Once you have these answers, you must communicate them to your team. Then only after that, can you begin to take advantage of Gamification.

Andrzej recommendation is right along these same lines “you need to educate people about why they need to use the CRM first, then start to apply things that make that use feel rewarding and (if such a thing is possible) fun. But they have to understand the real value to them and the company first!”

We’ve written about the challenges of implementing a CRM and incentivizing the user adoption. Check it out if you want to learn more about the 10 Deadly Sins in CRM User Adoption.

Download Now Free eBook 10 Deadly Sins in CRM User Adoption

 

Mistake 3 — Starting with a Complex Gamification Model

Pablo Peralta, the founder of one of the biggest LATAM CRM communities, also shared some insights. For him, one of the most common mistakes is “starting with a complex gamification model and using complex gamified dynamics”.

A lot of people that have never tried gamification before, try to jump into it using complex techniques and features. This can easily confuse, and create the illusion that gamification is tricky stuff. This can also result in a lot of mishaps.

“Gamification must be implemented in a very simple model. Like giving points to the reps who follow the behavior that you want them to, measuring impact and so on. Then, with time and feedback, starting to introduce badges and other prizes”.

How to solve it:

According to Pablo, “the best option in corporate environments is to start with the most basic stuff”. This means the most basic gamification techniques and methods.

Next, Pablo suggests to “introduce the concept and which behaviors you want to reward. Keep measuring the members’ feedback and allowing them to adopt it.”

Finally, Pablo suggests that increasing the complexity of the gamification solution is the best route, but to do it slowly. This involves things such as “introducing badges and other prizes”.

"Introduce the concept and which behaviors you want to reward. Keep measuring the members’ feedback and allowing them to adopt it".

 

Mistake 4 — Applying a Short-Term Gamification Strategy

We talked to Michael Wu, recognized as an Influential Leader by CRM Magazine, and his message to us was clear: short-term techniques are not recommended when it comes to CRM.

“One of the biggest mistakes in applying gamification to address these long-term behavior change is that people often use short-term gamification tools.”

He also added, “unlike gamification in marketing and sales, CRM user adoption and employee engagement are both long-term problems. It’s pointless to drive adoption or engage employees only for a few months”.

How to solve it:

Michael advises using strategies that apply more challenging and complex games because they are the most effective in the long run.

Although they present results slowly, they are the ones that drive more complex behaviors. Also, they are able to entertain people for a longer period of time.

He concludes that those who bet on short-term solutions “are doomed to fail when addressing challenging business problems that involve long-term behavior change.”

Mistake 5 — Forgetting to develop a strategy before applying gamification

According to Karl Kapp, author of The Gamification of Learning and Instruction Fieldbook: Ideas Into Practice (2013).

“One of the biggest mistakes is not integrating the CRM gamification efforts to a larger strategy. If your overall strategy or sales model or prospecting method is ineffective, simply adding on a gamified CRM with points for calling a prospect is not going to magically increase sales.

A gamification effort needs to be carefully combined with an understanding of the overall goals. You need to map individual events, efforts and behaviors to a specific reward structure not just to the overall goal of “sell more” but to enabling goals or milestones like impacting the ratio of call activity to next step activity, which will eventually lead to larger goals.”

How to solve it:

The first step to avoid this mistake is to establish a baseline strategy.

This is necessary so gamification can “assist” in the process. It must be clear that Gamification does not define the directives of your team and your business.

“An organization needs to clearly have identified steps and activities that lead to success before going off and half-heartedly gamifying the CRM. The organization needs to set clear goals, milestones and trigger events and then weave the gamification solution into the comprehensive effort. Too often gamification is added in total disregard to strategic considerations when it comes to gamifying a CRM. The fix is to work on strategy first, gamification second”, conforming to Karl.

"A gamification effort needs to be carefully combined with an undestanding of the overall goals"

 

Mistake 6 — Reducing the complexity of the Business

For Marigo Raftopoulos, ranked #2 Gamification Guru in March 2018 by Rise Global list’s, one of the most common mistakes is “a lack of appreciation of organizations as complex systems”. We should not reduce our company’s process and complexity.

A company structure is, by nature a complex system. If we want our business to succeed, we need to make sure to align our process as precise as possible. After this, gamification will be the easy part.

“A well-meaning gamified CRM could be encouraging positive desired behaviors such as project collaboration, knowledge sharing or innovation drives. However, the success or failure of that system largely depends on the prevailing culture, work processes or management styles of the organization. For example, a collaborative, knowledge sharing tool will not be optimized in a prevailing organizational culture of secrecy and distrust”, Marigo pointed out.

How to solve it:

“The lesson here is that gamified CRMs are a technological tool, and not the complete solution”, she concluded.

Again, we learn that a company’s culture is fundamental. The gamification can definitely be a good choice for changing behaviors, but it would not work by itself.

Company's Culture Hurrah! Sales Leaderboards

If you are looking to take your first step into the gamification world, we recommend you look for an easy to use and effective solution.

Our Hurrah! Leaderboards creates appealing and customizable slideshows, that are very simple to set and user friendly. By displaying KPI’s in real time, Hurrah! helps align your company’s goals with all members of the team. Driving performance and bringing excitement and recognition to daily activities

 

Try Hurrah! for Free

 

We would like to thank all of our generous contributors:

Nicolas Babin, ranked #1 Gamification Guru in March 2018 by Rise Global list’s, and a renowned Marketing and Gamification Consultant.

Andrzej Marczewski, author of Even Ninja Monkeys Like to Play (2015), and Senior Solution Consultant.

Pablo Peralta, founder of Comunidad 365, the biggest CRM Community in Spanish.

Michael Wu Ph.D., named as an Influential Leader by CRM Magazine, International Speaker.

Karl Kapp, author of The Gamification of Learning and Instruction Fieldbook: Ideas Into Practice (2013).

Marigo Raftopoulos, ranked #2 Gamification Guru in March 2018 by Rise Global list’s, Strategic Business Advisor and Digital Media Specialist.

How Sales Leaderboards Help Promote Transparency and Accountability

Transparency and accountability are probably the two most important elements fueling successful organizations.

A Harvard Business Review survey revealed that 70% of employees are more engaged when senior leadership continually updates and communicates company strategies. But how can leaderboards help to fully embrace these concepts?

When it comes to boosting sales through employee engagement, transparency and accountability have been proven to be truly essential. Even though the idea of full disclosure may sound a bit scary, the truth is that employees want to know what drives the company they are working for.

Moreover, the whole team must be aware of the company’s short and long-term goals and how they will be involved in achieving each of these objectives.

Good communication and transparency across all levels of management are what will really help to foster both productivity and trust among your sales team. Yet, a lack of accountability can create a devastating snowball effect that will eventually lead to bad performance results and poor sales.

How to prevent it? Well, one successful way is through implementing measuring tools like our Hurrah! Leaderboards. Hurrah! helps in creating clear expectations, establishing meaningful goals and building strong relationships based on trust, support, and encouragement.

5 aspects that you can improve with Sales Leaderboards

Discover how these leaderboards can become your greatest ally with embracing transparency and accountability among your sales team.

1. Understanding of Goals

A highly gamified tool like Hurrah! has all the ingredients to ultimately pump up sales revenues through the roof.

But, like we said before, to accomplish this, it is fundamental that every single member of the sales team, managers, and agents, understand the company’s plans in the short and long term.

Moreover, through the data displayed on Hurrah! each team member can get a feel for the value they bring. Increasing engagement and aligning personals goals with the goals of the company.

2. Visualization of Results

Leaderboards are real-time recognition tools that display performance indicators for sales, marketing, and customer service in a clear and visually appealing style.

As one of our clients recently mentioned: “Hurrah! has a huge culture and communication impact. Reps love having their sales display on the TVs and management loves seeing a visualization of results”.

 

Cliente Quote About Hurrah! Sales Leaderboards: "Hurrah! has a huge culture and communication impact. Reps love having their sales display on the TVs and management loves seeing a visualization of results!"

Download Now Free eBook Visible KPIs’ Advantages

 

3. Good Performance Recognition

Accountability not only means holding employees responsible for tasks that aren’t completed.

Actually, it’s quite the opposite. Having the chance to measure performances can also help to reward those team members who contribute the most to the cause.

Hurrah! can be set to display various KPI’s and dynamic values that you want to track and relate to your team’s daily duties.

4. Problem Recognition

On the other hand, leaderboards are also effective tools to recognize agents who are struggling behind with sales numbers.

This doesn’t mean exposing their mistakes to their peers, but rather helping and encouraging them to improve the aspects they need to shine just as brightly as any other great sales agent.

5. Trust Building

Transparency promotes trust in leadership. Even though managers may feel communicating openly is disarming, the truth is that having everything out in the open will actually empower the whole organization to work together in pursuit of common goals.

In other words, clear rules and expectations for everyone coupled with an understanding of accountability are the key ingredients to boost morale and productivity in an increasingly competitive world.

Try Hurrah! for Free and check out how simple it could be to improve all these aspects mentioned above.

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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

Real-Time Leaderboards: The Must-Have Gamification Solution For Any Sales Team!

In our previous posts, we’ve seen how gamification in the workplace presents many significant advantages both for companies and for employees.

This innovative approach has proven to be a powerful tool not only to improve productivity levels but also to find and retain talent, promote collaboration among team members, motivate self-improvement and help employees understand the ultimate goals of the organization.

All this sounds awesome in theory, but there’s a catch. There is no simple way to break down gamification because the number of options that companies can choose to implement can be overwhelming.

However, we got it all figured out. One of the most sound gamification solutions, that best fits the needs of your sales reps, is something that we have found through our constant research and investigations.

Our Leaderboards are a new way to inspire a culture of success, both for individuals and teams. This real-time recognition tool displays performance indicators for sales, marketing, and customer service, in a clear and visually appealing style. A style that can also be customized to promote the organization’s culture and overall goals!

The leaderboards are made to recognize achievements and with this keep your team motivated! If you’re curious to see how they work, the video below will do just that!

 

What can you offer your team with each type of Leaderboard?

 

Establishing and Recognizing Goals

Imagine that your team needs to make-it-big in an upcoming ticket sale.

The first slide shows the number of phone calls and emails each seller has made, in real time. The second one displays the value of opportunities won.

This kind of metric is designed to motivate the sales team to increase their numbers in a fun way. For example through sales contests.

 

Celebrating achievements

One of our most exciting features is what we like to call a Big Event. In other words, a unique moment to trigger instant recognition to those who hit a home run. This will not only create an instance of excitement in the office but also encourage other team members to be the next big winners.

Creating awareness

Our leaderboard can also be set to display a dynamic value of total sales for the week, or any other global value that you want to track and relate to your team’s daily tasks. This is a great way to encourage teamwork, provide transparency of information, and further engage individuals with the main goals of your organization.

On the other hand, the bar graph that shows ticket sales by type is an easy method to report on sales performances as well as spotting problematic areas to redouble efforts.

Also, the upcoming season Countdown Slide helps to visualize important milestones driving a sense of urgency and deadline.

 

Download Now Free eBook Visible KPIs’ Advantages

 

Improving communication

Like we pointed out before, one of the main advantages of Hurrah! is its capacity to become the ultimate communication tool for the entire team. For example, to announce meetings, important news, and events, or even the latest gathering to order pizza, Hurrah! Can be set up to display accordingly.

Finally, don’t forget the possibility to share impressive Tableau reports live with your team. Showing all that important data they need to enhance their performance.

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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