Let’s face it, every sales team needs accountability to be successful. The best teams have accountability baked in at every level, from the newest rep to the CEO of the company. But how can you build accountability into your sales force seamlessly without breaking the budget? Luckily, with sales gamification, accountability can easily be integrated into any team.
Sales is an intrinsically competitive field. Many of your reps are probably incentivized by prizes and competitions, and if you don’t have a way to track progress toward these goals easily, you could be losing potential revenue. For example, don’t you think your top rep might work a bit harder or make a few extra calls if they knew that their top competition just closed a big deal to put them ahead in the competition?
Not only do leaderboards give your reps the autonomy they need to feel like they are capable of winning any given competition, but they also give sales reps the chance to come together. When Fiona finally closes that deal and gets to the top of your leaderboard, your reps will come together to congratulate her. Meanwhile, when Steve finally comes back from his vacation to the Bahamas only to start selling like a real closer, he can reach out and talk a little trash to light a fire under everyone else. The reality is that when your sales reps know how everyone is performing, they motivate each other to new heights.
Quarterly goals and quotas, the white whale of sales. Everyone wants to achieve them, but without properly visualized data, your team might be lost in the fog. Having a dashboard set up where reps can see the team’s progress towards goal, their up-to-date pipeline numbers, and their current revenue helps your entire team feel fully accountable for the work they have to put in. It can be extremely detrimental to a company for a sales team to miss these crucial quotas, and without dashboards, your team might not even know that it is struggling until it is too late to right the ship. Dashboards put the power of management into your sales reps’ hands without actually handing them the reigns.
For managers and sales reps alike, knowing who is constantly leading the pack and who is falling behind is extremely important. Unfortunately, traditional post-mortems of sales competitions are clunky, costly, and extremely time intensive for managers to undertake. But what if you could aggregate all that data into a streamlined platform that managers could easily digest in just a few clicks? Competition details pages, like the one we have in our platform, allow your managers to quickly and efficiently dive into the data of previous competitions to see which competitions were the most effective, which reps are consistently rising to the top, and who needs the most coaching.
Even if you are using absolutely no technology in your sales cycle, you are probably already using some sort of sales gamification like competitions. In our decade working in sales, we’ve discovered that one of the most efficient tools for motivating and activating your entire sales team is to give them achievements to work towards. Maybe you want to set up an achievement for the most calls in a day or an achievement for the largest deal in company history. These achievements give your sales reps something to work towards besides just an amount of potential revenue. We recommend aggregating the data on who is hitting these achievements, who has the longest streak going, and who is falling short on their expected achievements into an achievement details page. This page allows your managers to streamline their coaching process while also letting your sales reps see exactly how they are performing to help motivate themselves.
Use Your Screens
Most sales environments are filled with screens, be it computers, tablets, phones, or TVs. But what if you could turn those screens into data delivery devices to keep your sales reps up to date on the latest and greatest news, numbers, and results? With SalesSurround, your selected data can easily be displayed across any number of devices. You can stream the latest competition results, show your team’s progress toward their goal, or even have custom celebrations pop up whenever a rep closes a deal. SalesSurround does exactly that, it surrounds your sales team with the data they need to work their best and hold each other and themselves accountable.
When you give your sales team the right tools to hold themselves and each other accountable, you reduce your managers’ workloads and help every rep make the most of their time.