sales culture: creating a high performance - mike smalls
TRANSCRIPT
Copyright 2013 Hoopla Software, Inc.
Creating a High Performance
Sales Culture
MICHAEL SMALLS
408-498-9601
Copyright 2013 Hoopla Software, Inc.
mo∙ti∙va∙tion/,mōtǝ’vāSHǝn/
Noun
1. The reason or reasons one has for acting or behaving in a
particular way.
2. The general desire or willingness of someone to do
something.
Synonyms
motive – incentive – stimulus – impulse
Copyright 2013 Hoopla Software, Inc.
Engaged Salespeople are Better Performers
Source: Gallup Management Journal November 2001
• Deliver Better Sales Results
• Stay with Company Longer
• Create More Customer Loyalty
Copyright 2013 Hoopla Software, Inc.
Salespeople
Represents Biggest
Group of
DisengagedEmployees
Less than 1/3 of
Employees are
Motivated &
Engaged
Copyright 2013 Hoopla Software, Inc.
Not True for Everyone
25%of people not impacted by
competition
25%negatively impacted
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Top Dog: Motivational Hierarchy
Prizes & Bonuses
Trophies & Titles
Winning
Being Better Than Others
Intrinsic Motivation: Doing Something For the Love of It
Copyright 2013 Hoopla Software, Inc.
Enterprise Games: Michael Hugos
Game Like Operating Model
1. Goals
2. Rules
3. Feedback Systems
4. Voluntary Participation
Copyright 2013 Hoopla Software, Inc.
Feedback Systems
• Connects with Existing Systems
• Data Analytics
• Real Time Communication
Copyright 2013 Hoopla Software, Inc.
more likely to
generate strong
results than peers
Bersin & Associates, Nov, 2012
12x
Organizations
that Excel at
Employee
Recognition are
Copyright 2013 Hoopla Software, Inc.
Recognition Best Practices
Clear Goals
Clear Recognition Criteria
Use Technology for
Flexibility and Frequency
Multi-Front Recognition
Offensive
Recognition & Rewards that
Employees Value
Bersin & Associates, Nov, 2012
Copyright 2013 Hoopla Software, Inc.
Create a Healthy Competitive Environment
1. Make sure the playing field
is fair
2. Keep the competition close
3. Don’t just focus on top
performers
4. Don’t just measure end
results
5. Develop strategy for
sustained competitions
6. Pay Attention to prizes &
prize spreads
Copyright 2013 Hoopla Software, Inc.
About Hoopla
Transforming the way companies motivate employees and drive performance.
Copyright 2013 Hoopla Software, Inc.
Broadcast Displays
Web Application
Mobile/ Tablet(future)
• Tightly integrated into Salesforce
• Measures Stats, Goals, Actions
• Create Challenges, Contests,
Games
• Reward with Points, Trophies, &
Prizes
Hoopla Scoreboard
Copyright 2013 Hoopla Software, Inc.
Thank You.
MICHAEL SMALLS
408-498-9601
www.hoopla.net
@hooplasoftware