For many sales leaders, sales rewarding is about rewarding people for hitting their sales target - monthly, quarterly, or even annually. In our experience, companies usually celebrate big wins.
But if leaders want to keep their sales team happy, motivated, and avoid burnout, they need to reward also small things, and on a more frequent basis. Recognition works well only if you serve it regularly.
Sales rewarding and celebrations should be rooted in your culture and should also be aligned with it. There are different types of sales competitions for each company type (maturity, size of the sales team, etc.).
Sales departments are generally filled with a competitive atmosphere, so why not generate extra excitement by holding competitions. To the sales team, it will feel natural. If established on a fun sales culture and recognition, gamification works excellent. To any celebration, you can attach a sales ritual.
Remember, any kind of appraisal absolutely must be authentic, so it truly shows that you notice and appreciate your sales team and the hard work they do. After all, sales departments are the core of all business. No sales = no company, however great your product is.
Keep reading to find out when and how to celebrate sales successes to keep your high-performing sales team motivated.
Reasons to celebrate can be connected to everyday work; the essential duties of every sales representative. Although we strongly agree that hitting goals excites people, they still perceive and expect it as a part of their salary, use it to pay bills, and probably forget about it soon. It’s the extra things, extra prizes, and rewards that take it up a notch.
hitting the sales target (individuals and teams, too)
closing a new deal or upsell (usually a big one)
keeping up an outstanding performance
going above and beyond
mastering new techniques, methodologies, or tools
winning a sales competition
the company reaching a sales milestone, getting an award or certification
Avoid competitions that take too long. The ideal length is about a week or two, as the excitement fades over time.
the best lead conversion
the best email open ratio
the best email outreach
most “no’s” (aka deals closed - yes, you want this, it’ll clean your pipeline)
double commission day
sales bingo - we use this one by Zoho CRM:
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When choosing a reward to give, you have to consider your company culture, your sales team, and the individuals in it.
Not everyone wants the same things. Generally, experiences are remembered longer than money. Praise a sales representative in front of others, and that the rest of the team joins.
Gamification - like leaderboards on the office wall, employee of the month, etc.
Appreciation - the sales representative of the month picture on the office wall
Actual award on the table - to be passed around
Stike a gong or blow air horn when something big happens - as a sales success sales ritual
Great sales book
Gift certificate (trips, events, restaurant vouchers, massages)
Extra afternoon/day off
Higher tech-gadget budget
Extracurricular courses or training
Team dinner with families
Early leave Friday
Fun office equipment - a punching bag, a scooter
Teambuilding
Party, BBQ
If your sales team wins, you win. Not only in hard times, people need and love some cheer and positive motivation, so celebrate as often as you can. If your team sees other team members succeed and receive rewards, it’ll create a diligent sales culture.
Mix it up between individual and group competitions to support the team spirit. The grouping creates a sense of unity, plus the winning team learns that teamwork pays off and will make an even stronger bond over a shared dinner or drinks.
Stick to our tips, and learn how to keep the sales team motivated.
After all, the most motivated people are those who want to stay with your company the longest.
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