Sales Culture: Creating a High Performance - Mike Smalls

Copyright 2013 Hoopla Software, Inc.

Creating a High Performance

Sales Culture

MICHAEL SMALLS

408-498-9601

[email protected]


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


Engaged Salespeople are Better Performers

Source: Gallup Management Journal November 2001

• Deliver Better Sales Results

• Stay with Company Longer

• Create More Customer Loyalty


Salespeople

Represents Biggest

Group of

DisengagedEmployees

Less than 1/3 of

Employees are

Motivated &

Engaged


How Do You Get Engaged & Motivated Salespeople?



Top Dog: The

Science of

Winning and

Losing


Competition

Improves

Performance


Competition

Hormones

Collaboration

Hormones

=


Not True for Everyone

25%of people not impacted by

competition

25%negatively impacted


Wiring Plays A Big Role


Some Perform

Better Under

Stress


Risk Taking is Key

in Competition


Focus on Odds or Rewards?


Competition Must be Close



Size Matters


A Level Playing Field


Rivalries: Competition on Steroids


The Audience Effect


Top Dog: Motivational Hierarchy

Prizes & Bonuses

Trophies & Titles

Winning

Being Better Than Others

Intrinsic Motivation: Doing Something For the Love of It


Prize Spreads


Competition Frequency


Stars Like Competitive Workplaces


The Team Effect


Playing to

Winor

Not to Lose


Enterprise Games: Michael Hugos

Game Like Operating Model

1. Goals

2. Rules

3. Feedback Systems

4. Voluntary Participation


Feedback Systems

• Connects with Existing Systems

• Data Analytics

• Real Time Communication


more likely to

generate strong

results than peers

Bersin & Associates, Nov, 2012

12x

Organizations

that Excel at

Employee

Recognition are


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


Takeaways


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


Back It Up With Recognition


About Hoopla

Transforming the way companies motivate employees and drive performance.


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


Thank You.

MICHAEL SMALLS

408-498-9601

[email protected]

www.hoopla.net

@hooplasoftware

Business

Sales Culture: Creating a High Performance - Mike Smalls