Growing Outbound: OSEG Transforms Sales Culture with Hurrah!
"Hurrah! helps create that competition, but it also helps encourage recognition and congratulation among teammates."
Chris Atack, Director of Ticket Sales and Services, OSEG
About the Client
Ottawa Sports and Entertainment Group (OSEG) is the largest sports and entertainment company in Canada's capital city. Home to three of the city's premier sports teams, the Ottawa REDBLACKS, Ottawa Fury FC, Ottawa 67's, as well as live entertainment events at TD Place, OSEG's mission is to offer year-round world-class guest experiences and give back to the Ottawa community. Looking to develop a more outbound focused sales organization, they saw the need for a solution that would increase the visibility of their sales metrics and help create a more engaging sales team environment. Hurrah! offered them a simple, impactful solution that introduced elements of gamification into daily activities.
"It's about showcasing which behaviors are important to us as the leadership team, and therefore the behaviors that we need our sales people to focus in on."
As part of a relatively new organization, OSEG's sales department had lots of potential for growth, but it lacked a developed and energetic outbound sales process. Director of Ticket Sales and Services, Chris Atack, saw the need for a tool to help invigorate the sales process and motivate the sales teams toward organizational goals. "We are trying to build more of an outbound sales culture," explains Atack, "We wanted the team to be more focused on building pipeline and pipeline velocity. That means improving the stage changes of a sale, pipeline management, and then of course closing sales and achieving numbers. In general, we were looking to become more of a metrics focused organization." Atack, wanted a platform with the capacity to track KPIs and broadcast live updates for his teams. "It's about showcasing which behaviors are important to us as the leadership team, and therefore the behaviors that we need our sales people to focus in on." OSEG was looking for an impactful solution that could be set up for viewing in their central sales office. "We were focused on having something in the environment in the sales office where we can showcase those key activities metrics" Hurrah!'s integration with their Salesforce CRM and simple, effective features won over the OSEG leadership team, "Hurrah! gave us everything that we were looking for from a gamification perspective and the price was right."
"The primary benefits [of using Hurrah!] are the visibility of the results that salespeople have individually. The fact that they have real-time access to where they stand versus their goals encourages them to chase their goals and not experience the typical performance lulls."
By introducing gamification into their daily activities with Hurrah!, OSEG was able to transform office culture and engage employees with their goals. In no time they were seeing a positive impact on team dynamics. After working with the Hurrah! team to implement the solution, OSEG began simply using the software to track key performance indicators and broadcast live leaderboards in their sales office. They set up Celebrations to announce deals won, with personalized walk-up songs for each rep. They also began using the channel to display rankings and track progress toward company goals. Almost immediately Hurrah! began to change the energy and feel of their sales team culture, and the response from the sales team was enthusiastically positive.
"Overall the team is really engaged with the tool. They definitely look up at the board to see who closed deals and it's helped with recognition within the sales group. They're competitive with one another, but they're also a really good team of people that support each other. So it helps create that competition, but it also helps encourage recognition and congratulation among teammates. It gives the team a sense of momentum too; that we're doing the right things and we're getting closer to our overall goal." In addition to enhancing team culture, Hurrah! helped OSEG invigorate outbound sales efforts and keep their sales team motivated for overall higher, more consistent performance levels. "The primary benefits [of using Hurrah!] are the visibility of the results that salespeople have individually. The fact that they have real-time access to where they stand versus their goals encourages them to chase their goals and not experience the typical performance lulls that sales reps do," shares Atack.
"[Hurrah!] gives the team a sense of momentum too; that we're doing the right things and we're getting closer to our overall goal."
The Results & Looking Forward
After just one month of using Hurrah! OSEG was already seeing remarkable results. They surged ahead in annual campaign sales by $2 million compared to previous seasons, constituting a 61% performance increase. In just 30 days of using Hurrah! the OSEG team reached nearly 90% of their sales goal for a 6 month long campaign. Hurrah! is helping OSEG use metrics to motivate goal-oriented work and create a team culture of friendly competition, positive feedback and mutual recognition with phenomenal results. And they've only just begun. "When we look at activities today we're just looking at phone calls made, but moving forward into that next phase it's going to be all about being outbound and being face to face. We'll focus more on measuring that face to face activity, the number of proposals we're generating, and all of those process items that ultimately lead to good sales results," says Atack. Moving forward they plan on incorporating more mid-process KPIs to promote pipeline building and lead processing rate.
OSEG's sales results speak for themselves, but Hurrah!'s most valuable impact is harder to measure. Hurrah! helps build engaging office environments where team values, friendly competition, and accountability inspire productive, satisfying work. "It keeps them focused in on the activities that are important to their managers and to the organization, and it encourages that sense of camaraderie and teamwork that you need. Even though sales people are individual contributors, they're all part of a team that has a much wider goal that's way more important than their individual goals. So bringing the team together is a big benefit of a tool like Hurrah!" Creating a positive, motivational culture for your employees is more important than ever. OSEG and many other outstanding companies are investing in their sales teams with a Hurrah! subscription. Learn more about how you can transform your work environment and start seeing results today!
"[Hurrah!] keeps [reps] focused in on the activities that are important to their managers and to the organization, and it encourages that sense of camaraderie and teamwork that you need."
OSEG set up Celebrations for their sales team to announce deals won. They love having personalized walk-up songs for each rep.
OSEG uses Hurrah!'s live leaderboards to broadcast key metrics for their whole team to see.
OSEG uses goals tracking features to measure and share progress towards overall and team-based goals.