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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!

Top 5 secrets for pulling off a record-breaking sales contest

In our previous post, we talked about the importance of engaging millennials at work. This time we will uncover the 5 top secrets for running a sales contest that leads to a record-breaking month for revenues. Ready to find out how to motivate your sales team?

 

Sales contests are a powerful tool to motivate young people both individually and as a team. As we pointed out in our latest post, millennials are known for being the talent that’s trickiest to retain. They are unlike any of the generations that have come before them.

So, when it comes to making these energetic and autonomous professionals compete with each other, especially in very stressful sales environments, every input counts.

At CRMGamified, we live off of the challenge of trying exciting, new ways to implement gamification that help your company’s sales reach the next level. That’s why we won’t be shy in this post! When it comes to sharing our best advice stemming from our several years of experience and trial-and-error.

Ready to ignite the motivations of your sales teams, including those of your millennial hires? Here are our 5 top sales contest secrets you need to know before even thinking about implementing this gamification tactic in your department:

 

Remember the importance of being visual

 

Recognition, incentives, and coaching are usually the three main things that come to mind when you think of sales contests. If you want to achieve good results in all three by using this powerful tool, you need to keep in mind the importance of being visual.

What do we mean by that?

Well, it’s proven that contests are most effective when the team is able to actually see the progress it’s making right in front of their eyes. For example, our Hurrah! Leaderboards help to view the changing statistics in real-time in a fun and innovative way. Which works as a terrific incentive, both for competing and collaborating.

Technology is your main ally

 

Following up with the previous point, there’s hardly any other more effective way to catch the millennial’s eye than through technology. Practically born with smartphones in their hands, millennials are accustomed to engaging with multiple screens at the same time.

With an extremely easy to use and highly customizable interface, Hurrah! Leaderboards is sure to take your CRM experience to the next level. By showcasing rankings and metrics, or playing music, announcements or videos to liven up the workday on tv screens and/or individual computers.

Don’t be afraid to break the mold by bringing the techie millennial spirit into play!

 

Set the right goals and incentives

It’s human nature to try to improve. However, in order to do so, you have to have a clear picture of what you really want to achieve. Not only is this true in life, but the same goes for sales. Therefore, it is essential for your sales team to have outlined goals as well as incentives.

And, we are not just talking about money. In fact, for the millennial generation, working is not just a mere obligation nor a social mandate. When it comes to their professional lives, millennials are looking to have a rich experience that is not only rewarding, but meaningful, challenging, and flexible.

Keep this in mind when you think of what kind of incentives you are going to put in place during the contest. Remember that a day of vacation or even a free license to get creative during office hours are highly appreciated.

Finally, don’t forget that contests have to be implemented with a clear communication strategy. This means not only being able to set the rules and make sure they are followed but to listen carefully to all the feedback given by the sales team during the process.

Not everything is about volume

 

Don’t get us wrong. Volume is important when we talk about sales and productivity in general. However, it’s a common mistake to think that every competition has to be about volume. Within your industry, it’s very likely that there are a few big players you’d love to have as clients. Getting their attention is one big goal that can be turned into a contest.

More so, you can also think of a way to encourage better customer service through special rewards and prizes.

Never forget the importance of having a way to survey your customers. Either after they’ve completed a purchase, or periodically, according to your needs.

Don’t underestimate the surprise factor

 

Sales aside, contests are often intended to create an environment where players support and encourage one another.

However, one of the main challenges is to not put each of your team members against each other. To keep up the healthy competition, you need to encourage every sales person to work in a collaborative way to reach certain objectives.

This balance is not always easy to achieve, and that’s where the surprise factor comes into play.

First of all, everyone needs to know and truly feel that they have an equal opportunity for success. That’s why it’s highly recommended to distribute the leads wisely and yet maintain the mystery and excitement of the game.

Even though the person who converts the most sales will win the prize, everyone should feel the motivation to participate, learn and, of course, have fun during the process. Think about, for example, implementing a system in which the winning member gets to choose their reward. There are hundreds of ways to customize rewards, taking personal tastes and personality into account.

And there you have it! With these 5 secrets for successful sales contests, you will be able to run a contest that turns your team into a lean, mean sales machine!

 

To learn more about how Hurrah! Leaderboards can help you exponentially improve your sales contest effectiveness, schedule a demo today!

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What do Sales Managers hope to find when implementing a CRM platform?

Implementing a CRM system in an organization has two clear purposes: One: increased actionable data, and Two: insight into successful business processes. With CRM, managers are able to measure and evaluate actions that take place in the sales process and then do something about those actions to increase sales and motivate key behaviors. Here are some changes Sales Managers hope to find when they implement a CRM System:

Stronger Alignment with overall Sales Strategy

When sales, marketing and customer service share a common CRM platform, Sales Managers hope they’ll speak the same language. Departments across the organization would be able to work towards the common sales goals. Having a common CRM platform should improve the successful cohesion between all these groups.

Improved Customer Interactions

Customers respond positively to a personalized experience. CRM platforms have to allow you to quickly find customer information, recall their needs and provide them excellent and efficient service. With improved customer interactions new and repeat sales become easier.

Fast Response to change because of actionable data

Sales Managers gain access to accurate and timely data, and can make changes quickly, except the data isn’t always uploaded correctly, CRM platforms must have an easy and friendly way to enter data, but that’s not always the case.

So, what next?

These purposes are not always easily achieved. Sales Managers face a big challenge when they don’t find or can’t get what they expected from their new implemented CRM platform.

So, how do they really get the most out of their CRM platform? Why are these goals not achieved? Usually Sales Managers come across a wall, and that’s the fact their team is not adapting to the system, it is not entering data regularly, still uses spreadsheets and therefore data in CRM is outdated, departments don’t seem to speak the same language as expected, repeat sales are still hard to achieve, and Managers are still wondering if their CRM platform will have a fast and effective ROI.

The answer is yes! it will. This is where gamification add-ons will help Sales Managers like you finally get the most out of your CRM. The simple fact of adding some Gamification key elements will radically change the way users see CRM, your team will not see it like something that is dull and, at an individual level, pointless, anymore. Rewards and recognition will be key at aligning the goals you have as a Sales Manager to the individual goals of team members and global goals of the organization.

With proper design, gamification can tackle business process challenges such as creating a culture of continuous improvement, sharing best practices and having process visibility. Furthermore, gamification provides continuous public measurements for process activities which in turn provides timely feedback for both employees and management. Last but not least, gamification can stand as a comprehensive strategy to achieve desired business outcomes.”

Debbie Rea, Global Account Manager from her Whitepaper Gamification for Executives, you can download it here.

The solutions we offer at CRMGamified: Hurrah! Leaderboard and our Motivation Engine will help you in applying these key elements from gamification to get what you expected from your CRM, increase and speed ROI and improve CRM user adoption:

  • Hurrah! delivers performance data in near real time and displays results in your preferred format: leaderboards, dashboards or dynamic values. You can choose to trigger key events and showcase them. More information on why others have chosen Hurrah! in our “Top 9 reasons to choose Hurrah! Leaderboard
  • Our Motivation Engine is an easy to install add-on designed especially for Microsoft Dynamics CRM, aimed at inspiring the key behaviors that drive more sales, generating actual business results, better CRM data quality and CRM user engagement. Learn more about CRMGamified Motivation Engine.

What challenges do you think Sales Managers face when adopting a CRM platform? Leave your comments below.

Top 7 Reasons For Choosing Hurrah! Sales Leaderboards

When faced with the decision to buy a modern leaderboard to solve problems like CRM adoption and engagement, you may wonder, what has driven companies to choose Hurrah! Leaderboards for their organization? Here are the top 7 reasons why you should choose Hurrah! for your company:

1. Increase Achievement Recognition

Team members’ achievements need to be recognized. However, the main point is: how do we recognize each one of them? After all, every team member has diverse abilities.

By displaying different metrics to the entire team, you will be able to touch on each individual aspect of the group overall.

This is a great way to motivate team members and a fundamental strategy to increase individual and organization success.

2. Achieve Company Goals

Aligning team members with company goals is essential in any business.

When seeing the data displayed on Hurrah!, reps get a full picture of the business’ goals. Even more: they are able to see exactly how their actions are going to help them achieve these goals. This allows them to feel the value they bring, increasing engagement and aligning their own goals with those of the company.

3. Increase CRM Adoption

Here is the process: the cleaner data that users put into CRM, the better they will be seen on the Leaderboards.

We believe that one of the best ways to increase the CRM User Adoption is recognition and visibility. In the same way that you encourage your users to better use CRM, you will recognize their achievements!

People are going to want to see their faces up on that screen, to do this, they’ll need to enter quality information in CRM.

You can learn more about this topic with our eBook 10 Deadly Sins in CRM User Adoption.

4. Increased Speed of Data Sharing

This is something that naturally happens with Hurrah!. At the same moment that the information is updated in the CRM, it will be displayed to the representatives.

One of our customers’ favorite feature is what we call the “Big Event”. It shares with the entire team the very moment a big sale comes into the system. What makes the reps incredibly motivated, in addition to recognizing the one who is responsible for the big sale.

You don’t have to use that whiteboard or spreadsheet anymore, Hurrah! will do it for you. Make your KPI’s visible, you can see why this is a great advantage from our Whitepaper Visible KPI’s Advantages: Why Make Them Part of Your Team?

 

5. Boost: Competitive and Collaborative Spirit

The TV’s displaying real-time information in different spaces of the workplace immediately results in one thing: team dynamics.

The visibility will increase and everyone will always know what the other teammates are achieving. This, In addition to stimulating a healthy competitiveness, also unites the members of the team.

When team members view the changing statistics on the leaderboard, they naturally work to improve their standings or the standing of their team by competing harder or collaborating more intelligently.

6. Improve Communication

Beyond important metrics, Hurrah! can help you communicate important events, deadlines with countdowns, congratulations and more!

Leaderboards are an incredible communication tool when it comes to bringing your team together and getting everyone on the same page! The possibilities are endless.

Likewise, when the work environment is connected it becomes much more enjoyable. The idea is that your representatives do not feel bored rather they feel motivated and willing to share with other co-workers.

7. Gain Valuable Time

When we automate processes, the consequence is immediate: we gain time. Our Sales Leaderboards are designed exactly for this.

Hurrah! is extremely easy to use! The Administration Console is simple. You can easily set-up and display data rather than re-enter information manually in reporting programs, laboring intensively to create reports and email.

 

Check out what our clients are saying and why they chose Hurrah! Leaderboards for their organization.

Feel free to check out all these features and more by testing Hurrah!

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Miami Dolphins Accelerate Sales with Hurrah! Leaderboard®

Increasing sales, achieving goals and motivating sales people is the fundamental challenge faced by all sales & marketing organizations. 

The Dolphins Management team wanted to do so while also gathering actionable data to use in decision making. They already had a CRM in place and used by Sales, but did not want it to become a stumbling block as they pushed harder and harder to exceed goals.

Vice President of Sales, Nick Forro and his Sales Managers sought an easy to use motivational tool that would drive successful sales behaviors while maintaining an upbeat atmosphere and culture of success.

The challenge then- to achieve higher ticket sales than ever before without forsaking CRM.

Walls, Roller and Forro agreed that a tool to engage and motivate sales people tied to Dynamics CRM would be ideal.  They chose Hurrah! Leaderboard®.

Download the Case Study for details!

Miami Dolphins accelerates Sales with Hurrah! Leaderboard®
 

Why Wait for Sales Success?

I often hear from clients that they are in the midst of their CRM upgrade and they feel it’s best to wait until after deployment to implement gamification and productivity solutions.  Of course, I understand that everyone is busy and technology implementations require attention.   And while I appreciate that resource and time management are issues, I always hang up the phone wondering why anyone would wait to increase success and revenue!  After all what is more important than making more sales?  Right now!

CRMGamified’s Motivation Engine & Hurrah! Leaderboard are designed to simply and unobtrusively energize sales and service personnel. Gamification as a productivity solution takes advantage of human nature and our need to climb the ladder of success or at least not live on the bottom rung! Solution implementation can be done quickly and results are seen within days.  It’s true.  As soon as you reveal individual and group performance, we’re all immediately engaged and begin to focus on the task at hand.  The incremental increase in activities adds up to sales and revenue.  Its’ that simple.

In addition to immediate success results, it has been my experience that those who deploy a new version of CRM simultaneously with CRMGamified tools have great success throughout the process of introducing a new environment.   Two benefits to the organization for the price of one.

Sometimes, we get bogged down in our Things to do list, without looking at the bigger picture, our goals to increase revenue, profitability and grow our business.

So I ask you….Why Wait?!

 

 START NOW! Contact us!