Posts

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.

Try Hurrah! for Free

 

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.

I Want to Try Hurrah!

Hurrah! is one of the Top Sales Gamification Solutions on G2 Crowd

Great news! We were just ranked as one of the best software companies for Sales Gamification on G2 Crowd!

We’ve been following this leading B2B product review company for a while (including as users), and we really appreciate how they effectively help when it comes to choosing the right product to fit your needs. The review method is impartial and fair in getting to know more about any solution.

That’s why we’re so excited to find ourselves ranked highly in the Sales Gamification section! As G2 Crowd explains on their website, the software in this category “enhances the sales process by adding competition and recognition as additional motivation for sales representatives.”

How did we get there?

The process applied to build the “Sales Gamification Grid”, as they mention on the website, is “determined by customer satisfaction (based on user reviews) and scale (based on market share, vendor size, and social impact)”.

This accomplishment is a direct result of how our customers appreciate what we do. If we are among the best in sales gamification, our clients are to thank.

Hurrah! Leaderboards Reviews Page at G2Crowd

 

We have to admit that for every new review on our page, we carefully analyze in detail! We make sure to heed all advice and understand what we’re doing well and what we need to work on. Which means that each review drives our daily work and future plans!

For example, when the Jacksonville Jaguars Sales Manager, Jeff Miranda, wrote “Hurrah! gives us the ability to efficiently communicate within our sales department and do it in an exciting way”. We got a sense of “mission accomplished” by knowing that the key values we give to Hurrah! are actually being performed.

Hurrah! gives us the ability to efficiently communicate within our sales department and do it in an exciting way, Customer Review Hurrah Leaderboards

This also happened when we read the thoughts of the Director of Strategy & Analytics at Memphis Grizzlies, who stated, “Hurrah! helps to create a competitive atmosphere on the sales floor, gamifies the sales experience, incentivizes CRM use among reps, and is an easy way for active sales reps to get noticed by executives”.

Want to check some other reviews? Check out Hurrah’s profile at G2 Crowd!

If you have any question or thought that you would like to share, do not doubt in getting in touch with us!

Let´s Talk!

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!

FREE TRIAL

Leaderboards Do’s and Don’ts: The Best and Worst Practices For Sales Executives

Selling is an innately competitive activity. In the last decade, big companies have implemented gamification as a way to help change behaviors, develop skills and enable innovation among their teams.

It’s been proven that games played at work can actually boost productivity and rev-up employee morale.

In this context, sales leaderboards have taken the lead as the best tools to ultimately pump up sales revenues. Moreover, adopting this kind of platforms helps employees get a full picture of the company’ s goals and how their actions are going to help achieve these goals.

For example, through the data displayed on Hurrah! Leaderboards, each team member can get to feel the value they bring! Increasing engagement and aligning personal goals with the goals of the organization.

But, be careful! Having a leaderboard is an awesome idea, as long as you take some good advice on how to design and implement them to transform them into useful (and even life changing!) instruments.

To help you succeed in this path, we present you the do’s and don’t s that every sales executive should take into account. Please take note!

 

THE DON´Ts 

 

Measure Everything by Dollars

Attention sales executives! You might feel tempted to measure every victory with the amount of money earned or the number of deals closed by your agents. This is something you should pay close attention to, because you don’t want your awesome leaderboard to turn against you.

Focusing solely on the dollars made might distract you from other important factors you should be paying attention to. For instance, in order to make the best out of gamification in the workplace, you need to look at how overall employee behaviors are changing.

Are they calling more leads? Producing more high-quality content? Answering client inquiries faster and more efficiently?

Never forget that productivity, and most importantly, employee engagement has many sides, increasing sales is only one of them.

 

Choosing The Wrong Metrics

Like we just pointed out, the aim of gamification should be changing behaviors and fostering employee well-being to the rooftop.

The problem is that poorly constructed leaderboards tend to do the exact opposite. How does that happen? Simple: when choosing the wrong metrics.

Badly designed leaderboards often emphasize those at the top ten in selling numbers, leaving the underperformers way behind. Instead of motivating an agent who is struggling behind, this might cause them to become even more discouraged.

To avoid that any member of the team feels alienated, sales executives must construct leaderboards that enable middle performers to shine just as brightly. At Hurrah! Leaderboards we strongly recommend deploying gamification that allows every single member of the team to feel like the hero of their own game.

 

Encouraging The Wrong Behavior

Following up on our previous thoughts, having a leaderboard that just highlights the achievements of top-ranking team players not only will affect individuals performances but also the overall team morale and dynamics.

Competition gone wrong can have terrible consequences. How can we prevent it? Simple. Like all gamification mechanics, leaderboards are nothing more than games with rules. When constructing them, agents should think about how the rules can be bent sideways, and reinforce them through proper design.

 

 

THE DO´S

 

Create Friendly Competition

Don’t lose focus on one of the main goals of gamification: making the workplace fun again for everyone. Leaderboards can be a great tool to achieve this, but reps should not forget the human aspect in this equation.

Talking and explaining (in person!) how the system works it’s essential to creating friendly competition and encourage each team member to work to improve their standings but also to boost collaborative spirit.

 

Customize Your Leaderboard

Making your Leaderboard visually and aesthetically attractive is a task you should also take very seriously. Sales leaderboards must make it easy to track individual and team progress in an exciting visual format.

With Hurrah Leaderboard we give you the opportunity to customize your background videos, add music to the mix and creating unique “big events” to celebrate big sales. Also, goal achievements, birthdays, special events organized by the company, etc.

 

 Learn More About Your Team

Last but not least, don’t lose the opportunity to get to know each member of your team through the game.

Putting stars as rewards for high-performing employees or even display flashy graphics does not automatically mean that the team is going to fully engage with the system.

To make this happen executives should take the time to look deeply into who their agents are. What they love, what are their strengths and weaknesses and what makes them tick.

Doing so is the only way to harness their skills and make them more productive and engaged with the organization goals.

Ready to start the game? Do you think there are other bad o good leaderboard practices we should mention? Let us know your thoughts in the comments section!

Download Now Free eBook Visible KPIs’ Advantages