Hurrah! offers the Hornets and easy way to share all their key metrics in real-time.
Hurrah! puts data entry on display, helping Hornets sales staff to stay motivated to keep their CRM up to date.
Hornets sales reports no longer get lost in the shuffle. Hurrah! helps keep their most important information front and center.
The Charlotte Hornets are a professional basketball organization formed in 1988 as an NBA expansion team. Since 2010, they have been largely owned by basketball legend Michael Jordan. The Hornets’ Sales VPs and Managers have built an aggressive sales team to drive ticket sales and increase revenue. Director of Database Marketing and Analytics, Chris Zeppenfeld, relies on largely on the information within their CRM to help in making decisions about how to best increase sales and engage Hornets’ fans. Zeppenfeld sees the importance of data beyond the CRM and has led the organization in implementing solutions to improve transparency and continue to focus on the information that matters.
Every sales team faces the challenge of staying continually motivated and engaged to achieve sales goals. The Hornets boast an excellent management team, as well as a strong CRM system, which allows them to gather quality, actionable data for decision making. Nevertheless, Zeppenfeld and the Hornets Management felt something was missing. All the data and metrics were in CRM but they lacked an easy, timely solution to share those metrics or their many dashboards. They set out to find a solution that would allow them to make metrics visible to everyone in one engaging platform. Hurrah! offered the Hornets the solution they were looking for along with gamification features and visuals that they felt matched their team culture and brought their statistics to life.
“Being able to put TVs in the office and showcase those numbers was super helpful in keeping everybody aware of what’s happening”
Hurrah!® was the dynamic solution the Hornets needed. As sales, customer service and marketing administrators work in CRM, data is displayed in real time, allowing people to visualize results, identify errors, take action, and make decisions for success. Hurrah! Channels offers them a custom “up-to-the minute report” as Zeppenfeld puts it. “Being able to put TVs in the office and showcase those numbers was super helpful in keeping everybody aware of what’s happening.” Now the CRM administrators can build any metric they want to display and have a report running in a matter of minutes. The Hornets have also made use of multi-channel functionality to create streams for specific departments and even events. “If it's in CRM, I can display it in Hurrah! This ability is really important to us, because I know on any given day sales leaders may want to focus on something very specific and reward it, so we can quickly make a metric for it and get that Leaderboard running right away,” says Zeppenfeld.
“With Hurrah!, everything is very public. If you make a sale and you don't put it in CRM then nothing displays on Hurrah! and no one will see what you did. I think those are really really helpful things when you are starting out with CRM. Calling attention to success and sales, congratulating people immediately makes a big difference in adoption!”
Hurrah! helps Hornets' managers keep current, congratulate people, and make changes quickly based on current data. It has also had a positive impact on CRM adoption and data quality for their sales team. “The biggest challenge every sales rep faces when working with CRM is taking time for data entry. Managers usually hear, 'Do I really have to put all this info in CRM?' The answer is Yes, and Hurrah! can make adoption and motivation easier!” Says Zeppenfeld. “With Hurrah!, everything is very public. If you make a sale and you don't put it in CRM then nothing displays on Hurrah! and no one will see what you did. I think those are really really helpful things when you are starting out with CRM. Calling attention to success and sales, congratulating people immediately makes a big difference in adoption!” Zeppenfield and the Hornets sales teams are enjoying the benefits of Hurrah!. In addition to celebrating wins, having some fun and fostering a culture of motivation and success, they are now able to visualize their stats immediately and focus on what really matters.
The Hornets can share any of their many metrics and dashboards in no time vie Hurrah! Channels.
The Hornets use countdowns to anticipate big games and important deadlines, helping keep their sales team focused on their goals.
The Hornets use Celebrations to highlight sales achievements, and amplifies the dynamic team environment they are known for.
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CRMGamified® was founded in 2014 from a company specializing in CRM implementation solutions. Now serving clients in the US, UK, Canada, and Latin America, CRMGamified® provides modern technology to help companies improve sales and service performance by leveraging gamification mechanics.
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