Archive | February 2013

Motivate Your Team with Contest Builder

Hello there!

Motivating your team is not that easy. Money is not always an effective motivation for them to do their task effectively. Upon thinking of other ways, I stumble upon this blog from Level Eleven (@levelelev) which is written by Chris Beer. Actually, this post is meant as a book review but the author uses the sales scenario to explain the thought of the writer so it is applicable to us. Beer recommend to use a contest builder to encourage your team to do the task they are not too excited to do or they find boring to set a new mood to your working place. Contest builder is sales contest software that creates excitement to the working environment because they can see their performance and the others which will bring out their competitive spirit. As always, here’s the whole blog.

‘Drive’ Your Sales Team With Contest Builder

By Chris Beer

The bestselling book “Drive” written by Daniel Pink tackles an issue everyone, salesperson or not, deals with on a daily basis—motivation. In his book, Pink writes that people’s primary motivation is to achieve a high level of performance and, ultimately, satisfaction in all aspects of their lives. And salespeople are no different.

One of the most traditional tactics used by companies to motivate employees to perform is called the “carrot and stick” approach. This is the idea that if something is “dangled” in front of the employee, they will “run” harder to get it. While Pink acknowledges this method is effective in rewarding good behavior and punishing bad, he think it needs an upgrade because it can focus on the mundane or procedural tasks.

Taking the other forms of motivation Pink discusses into account, it’s clear where Contest Builder fits into a company using Salesforce. As any sales team knows, data is essential to long-term success, but collecting and organizing that data isn’t always the most exciting part of the job. That’s where Contest Builder comes in. By creating contests around specific behaviors and goals associated with Salesforce, a sense of both competition and fun can emerge, making less interesting tasks more exciting to accomplish.

In the second part of Pink’s book, he cites three primary motivators that drive all people’s action—the need to direct and control their own lives; to learn, create and improve; and to contribute to something larger than themselves. It’s these three engines that Contest Builder was created around. It also allows people to continually improve their skills in an area of importance, something Pink refers to as “mastery.” With Contest Builder, employees have access to contest results and measure their performance against their personal goals, as well as their coworkers’. We believe health competition is crucial to the growth of both the individual employee and the company.

Contest Builder also provides a platform that helps employees see that they are also working for something larger than their own paycheck. If for no other reason, most employees want to see their employer succeed for job security purposes. We like to think there’s more to it than that, but we also know that’s not always the case. That’s why the contests created within Contest Builder are so important. They help not only with motivation, but also teaching employees why specific actions—especially routine tasks—are needed for overall success. Team members are more likely to perform at a higher level when they know someone is counting on them.

We recommend that every employer should read “Drive.” It succinctly highlights the significance of motivation and how it correlates with a company’s success. It, like Contest Builder, can help you develop new, fun and creative ideas to keep your sales team working to the best of its ability. If you’re interested in the Contest Builder system, please read some customer reviews to see what companies are saying about it! And if you have question, feel free to comment below or contact us today!

Are you excited with the whole idea? Honestly, I am so excited! This is the reason why I share it with you. Competition and challenges really excite my bones and I believe that every one of us loves to get challenged too, to show the world their greatness! Are you one of us?

Cheers,

Jack

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To Motivate is to Recognize

Dear friends,

If you are thinking of using a carrot to motivate your team, I advise that you use cupcake instead. What I am trying to say is that you should not motivate your team with sales rewards they expected but encourage them to work harder and go extra mile by giving recognition to their effort when they are not expecting it. I like the way Ms. Darcy Jacobsen (@DarcyJacobsen) uses cupcake to symbolize recognition. She explains it simply but deeply. To understand better, I write down her story and all the wordings from her post at Globoforce (@Globoforce).  Enjoy the post!

THE CARROT AND THE CUPCAKE: WHY MOTIVATION IS NOT RECOGNITION

By Darcy Jacobsen

Try not to be too jealous, but I have cupcakes. Delicious triple chocolate cupcakes with white chocolate frosting and sprinkles.

I got them as a recognition reward. You see, my sister lives in the apartment downstairs from me, and she’s a lawyer. When work heated up for her this week and she was putting in extra hours, I offered to go down and feed her cat for her, so she wouldn’t have to stress about getting home. I was happy to help her out, and she was very grateful.

So she brought me home some cupcakes to say thank you.

I honestly wasn’t expecting any repayment for helping out. Helping out is just part of the “culture” of my apartment building—where we’re mostly family and tend to pitch in for the common good. But a little recognition for my extra contribution certainly made me feel good. Especially recognition in its yummy frosted form. And I’m all the more likely to step up and help my sister out in the future, not so much because I expect more cupcakes, but because I know how much she appreciated my effort—and her taking the time to recognize it made me feel good.

My point isn’t to make you hungry, but to relate this to the workplace. Cupcakes are a great way to encourage behavior and values you want to see around you. Cupcakes—and of course what I mean here is not actual cupcakes but metaphorical cupcakes—are an unexpected and unrequested recognition of a job well done.

The unexpected and unrequested part is pretty key. In this way, cupcakes are very different from that other metaphor, the carrot. Carrots are dangled for a reason. They are an incentive, a goal, a payoff for delivering on a promise. They can be quite powerful, but they are not recognition. And they are not a driver of engagement.

If my sister had called me and said, “If you feed my cat for a few days, I’ll bring you some cupcakes,” then that would have been a carrot (maybe carrot cake?). I would have fed the cat, collected my cupcakes, and we’d have likely both been satisfied with a decent transaction. But I wouldn’t have gotten that other benefit—that feeling that I went the extra mile to be a good sister and neighbor, or that my sister real appreciated me. That benefit only comes with cupcakes.

Of course, this dynamic plays out in the workplace. Incentives have their place. They are great for driving people and businesses to agreed-upon goals. But they are transactional, pure and simple. They do not build good-will, because people see incentives as their due. They do not build engagement, because they engender none of those emotional cupcake-y feelings that tell us our professional relationships are strong.

So while carrots can be effective and should certainly be incorporated into your rewards and compensation scenarios, be sure you always make room for cupcakes.

Are you delighted by the description of the cupcake? Do you want to have some? Kidding aside, any little things you did just to recognize the effort of your team is big deal to them. It is like saying that “keep up the good work guys!”, “you are doing well” or “I like what you have done”. This will boost their ego and they will think that you trusted them and you are proud of them, and they don’t want to ruin it so they will do their best to be better next time around. Do you have the same experience? Share it!

Thanks,

Jack

Software Sales Tool

Hello Guys!

I am looking for a great software sales tool online because I am planning to have one.  Upon searching I find this -> TeamVisibility, I followed them on twitter too (@TeamVisibility)! Are you familiar with it? Okay, according to this post, this year they have new features to boost sales performance. Very promising right? They’ve got scorecard, new player design, email notifications, and new filters. Let us review these features all together and let us see if it will be helpful. Sales tools can be very helpful if it suits your needs. To check all the features, here’s the complete post.

NEW YEAR, NEW FEATURES TO DRIVE SALES PERFORMANCE

Happy New Year!  TeamVisibility is here to help you make the most of 2013, and, after listening to your feedback, we are excited to announce some exciting feature additions and improvements. These updates will help you continue to improve your performance and drive your business in 2013.

If you would like to learn more about any of these new features or have feedback for us, please contact us at support@teamvis.com.

Scorecard:

To help managers provide consistent, digestible feedback to their teams, we’ve created Scorecard. Scorecard helps managers organize feedback and quickly share it with select team members. It’s as easy as clicking “Scorecard” on the player when listening to a call and then evaluating the scoring criteria.

  • One click to start scoring
  • Control who sees the results
  • Scorecard is appended to the call record so managers and sellers can listen to the call while reviewing the scorecard
  • View individual and team results in one place, with exportable data

New Player Design:

Both sellers and managers will notice the cleaner, simplified player design when reviewing calls.

  • A larger in-focus window (screenshot, avatar, or webcam if you use it)
  • Easier to switch between a full day, 60-minute, or 30-minute view
  • One click to score a call

Email Notifications

Now, when a manager provides feedback on a call, sellers and teams will be notified via email with a link into TeamVisibility to review the game tape:

  • Sellers will receive an email with a link to the game tape whenever a manager sends them feedback through the system
  • Teams will receive an email with a link to the game tape whenever a manager designates a new Best Practice

New Filters:

To make it easier to manage users, teams, and campaigns, we have added a new set of administrative filters to our account management system.  These filters include:

  • User Status (Active vs. Inactive)
  • License Status,
  • Role
  • Team
  • Campaigns

Definitely, TeamVisibility gets better but as I’ve stated above, the features depends on your needs so tell me if this sales tool is handy or you can live without. I want an honest opinion and I welcome all your comments. You can start writing your thoughts now!

Cheers,

Jack

Motivate Your Team: Present a Strategy!

Hello Guys,

Today, I have a very long blog that I wanted to share with you but your time won’t be wasted, I promise! This is something that has to do with selling strategy. In this post I admire Craig Elias (@CraigElias) on how he presented what he knows about selling. I am sure that at the end of this post you will learn something valuable. He shared how to determine the right buyer and how you can close a sale. He has illustrations to make it easier for you to understand his concept. You can use this to motivate a team. I brought everything here in your front so you don’t have to search. Read on!

#5 ZMOT Selling Strategy, Decision Makers & Buyer Facilitation

By Craig Elias

Craig Elias' Afford Matrix

This blog post is about three things:

  1. The #5 ZMOT Selling strategy
  2. Where the Decision Makers are
  3. How to facilitate a decision makers purchase

When I started this blog I promised myself I would not be one of those people who blogged several times a week just to create content that would ‘hopefully drive traffic’ to a web site.

As Guy Kawasaki often says “Hope is not a strategy”.

I believe that quality trumps quantity every time. So while it’s taken me longer than planned to write this blog post I trust the quality of this blog post makes up for the extra time it took to bring all its components together.

P.S. There is a name for the disease that drives people to blog several times a week – It’s called Content Creation Madness and Lisa Nirell has cure for it here.

#5 ZMOT Selling Strategy

In my last blog post I shared the #6 ZMOT Selling Strategy – How to create content that is found and resonates with those who recently experienced a Zero Moment Of Truth and are thinking of changing suppliers.

This content drives the best prospects to your web site so now you need the #5 ZMOT Selling Strategy – Having the Best Offers – to convert more of these prospects into customers.

Having the best offers starts a prospect down the path of becoming your customer and minimizes the likelihood they will call your competition. See the video below that talks about recent research by Scott Santucci of Forrester that proves this.

What you want to do is create multiple offerings so you convert the greatest percentage of potential customers.

I’m a big fan of the good, better, best model to do this. The idea is to create three different versions of your offering so:

  1. 25% of prospects to purchase the good version of your good offering
  2. 50% or prospects to purchase the better version of your offering
  3. 25% of prospects to purchase the best version of your product

Basically it comes down to does a decision maker have the time and the money needed to become your customer. See the Afford Matrix as the top of this blog post.

For a couple of years now I have talked about the Afford Matrix™ (aka Affordability Matrix) that will be featured in my next sales book “SHOVE! How to Create the Events That PUSH ASIDE YOUR COMPETITION”. This is the first time I am blogging about the Afford Matrix or my next book.

In the image at the top of this blog post you see three different sales strategies. Each one relevant to a different set of prospects based up on the availability of time and money.

  1. Friend Making: The intent is to use the good product to convert prospects who have time but not a lot of money.
  2. Fund Making: The intent is to use the better product to either convert into customers those who have time and money, or convert those prospects who originally purchased your good product and now have more money into users of your better product
  3. Hay Making: These are the best offerings to convert those prospects who have the most money but the least amount of time or those prospects that originally purchased your better product and now have more money and less time

The idea is to start prospects down the path of becoming your customer knowing that once they have invested time (and maybe money) in learning how to do things your way you are highly likely to win future business. This is because decision makers are very busy and when they are satisfied by your offerings they see limited value in giving your competition the same amount of time or attention they gave you.

Where Are The Decision Makers?

David Skok of the Venture Capital (VC) firm Matrix Partners covers this in an excellent blog post titled “Understanding the Customer Buying Cycle & Triggers”.

David points out four big things:

1) You need to understand where decision makers are in their buying cycle because using the wrong sales approach leads to frustrated buyers and lost sales.

David Skok's Buying CycleDavid Skok’s Buying Cycle

2) You need to have different offers based upon where the decision maker is in the buying cycle

3) Different lead sources deliver prospects that are in different stages of the buying cycle. He says:

  • People that are later in the buying cycle are most likely to be using tools like Google, and review sites to search for vendors and products to solve a problem.
  • Many other lead sources (e.g. social referrals, Twitter, Facebook ads, banner ads, pr stories,educational presentations at conferences, etc.) produce buyers that are earlier in their cycle

4) You need to reach decision makers sooner

“…the ideal situation is to make sure you get to know customers earlier in the process and become the player that helps shape and define their shopping list (RFP). “

Scott Santucci at Forrester has research that proves David’s point.

The research shows that when you get in early and set a decision maker’s buying vision you are given the business 65% of the time. Only 35% of the time does the decision maker send the opportunity out for quote to other vendors.

See the 27:00 minute mark of the video below where Tim Riesterer – CMO Of Corporate Visions -talks about Scott’s research.

How to Facilitate a Decision Maker’s Purchase

BJ Fogg's - Fogg Behavior Model

The bottom of David Skok’s blog post mentions some work on Triggers by BJ Fogg.

After reading David’s blog post I checked out the work by BJ Fogg – who runs the Persuasive Technology Lab @ Stanford.

I was then fortunate enough to spend 20 minutes with BJ on the phone.

His focus is not on how you motivate someone to buy but rather how to help facilitate their purchase.

Here are the three BJ Fogg resources I think are most relevant to facilitating a decision maker to choose you over your competition.

The FBM model
BJ’s 2009 Paper on the FBM model which says behavior is the product of three factors: motivation, ability, and triggers. Be sure to check out the image that is on the top ½ of page 5.

How To Make It Easier To Become Your Customer
BJ’s video on simplicity talks about the Ability to pay and having Time and Money which funnily enough lines up very well with my Afford Matrix.

The video below shares six things that can get in the way of a decision maker becoming your customer.

By the time you finish watching BJ’s video I think you will have come up with several ways you can make it easier to become your customer.

I’m taking BJ’s simplicity to heart by embedding videos in this blog post instead of just providing a link to them on YouTube, Vimeo, etc.

Motivation Waves
BJ’s video on Motivation Waves should give you some ideas on what you can do to make it more likely that someone takes the small action that starts them down the path of becoming your customer.

Get someone as a customer now and when they have more time or more money in the future they move to the next level.

As I have mentioned before the faster you respond the more likely you are to win the business.

3 Actions You Can Take

BJ’s content has been a trigger for me personally. After reading his paper and watching his videos on motivation waves and the power of simplicity I have decided to add this a section to the end of this and future blog posts.

Based on the content above I strongly suggest you do the following three things:
1. Download my Won Sales Analysis template and a video that explains how to use it
2. Watch the recording of my latest webinar “Win the Race to the Ideal Customer” that talks about content that attracts the attention of those who recently experienced a want event and are now thinking of changing suppliers
3. Call my cell phone (+1.403.874.2998) or Skype me (Craig.Elias) to schedule a 10 – 15 minute, no-charge, call about how you can apply all the above to your own demand/lead generation and sales efforts.

Have an eventful month!

Craig

Whew! Such a long read guys I know but it is worth it right? It is long because it was presented in detailed. When you find it hard to motivate your team, just show this presentation. It will bring back their enthusiasm and will give them confidence. I believe that you are confident when you know what to do. What do you think?

Always,

Jack

Believe and You Will Succeed!

Hello friends,

What is your batting average in selling? Do you believe that having more cold calls will make more sales? If you believe so, you better read this post by Doug Watson. He entitled this “More Cold Calls Does NOT Equal More Sales”. It is the opposite of many people’s belief about selling. In his blog you will learn about the power of mindset which you can add to your inside sales techniques. As due respect to the author I copied and pasted his whole post here so you can enjoy reading the entire blog. Here it is!

More Cold Calls Does NOT Equal More Sales
By Doug Watson

If almost half of sales teams don’t make their monthly targets (CSO Insights.com) does this suggest the targets are unrealistic or that the sales people need to work harder?

I can’t comment on the realism of the targets but working harder is definitely not the answer. Working smarter might be. But what do I mean by smarter?

Let’s look to sport for inspiration. It’s the top two inches that separates a great athlete from a very good one. Six times Olympic champion Usain Bolt said recently that it’s about “focus and dedication”.

All Blacks Rugby World Cup winning skipper Richie McCaw said before the world cup final that in his previous two failed trips to a World Cup he didn’t understand what it took to win. He said in the lead up to the final he and other senior players all knew what was required. It was all about the mindset. It wasn’t about physically training harder. It was about how they believed in themselves and in each other.

Revered American football coach Vince Lombardi famously said “Winning isn’t everything, wanting to win is.” Again this is about the right mindset.

Mindset is what separates great from good.

Mindset is a not just a matter of saying “I believe”. It’s a practised art that requires a considered framework under the guidance of professionals who know how to work with top performers, from any field, and who know what’s required to get that person into the right mindset to achieve at the highest levels in their chosen field.

From experience there is no better person than Craig Steel from the Steel Institute of Performance in Auckland, New Zealand.  to help people achieve at the highest levels.

So for sales people if your sales manager says “make more cold calls and you’ll get more sales” tell him or her politely to “sod off”. They’re out of touch. If you don’t have a strong sense of self, you won’t have the confidence or belief to convert the calls into prospects and close sales.

Success is all in your mindset.

After reading this do you feel that you have to set your mindset right or you are okay with your technique and you are selling well? Do you agree or disagree? Let your voice be heard! You can challenge the author or you can praise him, it is your decision! Anyway, thank you for reading!

All the best,

Jack

Why Incentives Program Fails

Hey Guys,

This day is very meaningful to me because I learned something that I am so eager to share with you. It is about giving incentives to your employees. As employers, it is our duty to keep our employees on their high spirit when working and one of the techniques that many of us are using is creating an incentive program, thinking that it will keep them motivated. I believe that this program is still effective but there are instances that it does not work out the way you expected. In this video, Steve Levitt,  the author of Freaknomics explains why incentives don’t work. Watch it!

Steven Levitt – Why Incentives Don’t Work

He had a great point don’t you think? Employees get excited at the first time they heard about your incentive program but as time goes by, they will get used to it and demand more and when you don’t come up with their expectation, they will not work with the same enthusiasm anymore.

Do you have the same experience? Does explaining to your employees the importance of what they are doing works with them? We have comment box below so you can share your thoughts!

Yours,

Jack

Problems in not Seeing Business Opportunities

Hi Guys,

I’m back again and I’ve found something inspirational for you to read! Every one of us needs inspirations and we all need words of encouragement, whether you are an ordinary sales person or you are the sales vice president of the company. Many people don’t realize that the people in the higher positions are the most pressured individuals. They are thinking not only themselves but the whole company and the employees who are depending on them. If you can relate to this and you think that you are running out of business opportunities, read this post by Dan Waldschmidt and get inspired!

HOW TO STOP RUNNING OUT OF BUSINESS OPPORTUNITIES.

By Dan Waldschmidt
Lack of opportunity isn’t your problem. Vision is. And bravery.

We often try to make our business problems about what we don’t have. Not enough medication. Not enough money. Not enough time. Not the right location.

It comes naturally to rationalize failure as if life is especially unfair to us.

But that’s just not realistic.

And that natural reaction is limiting your ability to achieve surprising feats of greatness.

Opportunity isn’t served up randomly. It’s all around you. All the time.

You just don’t let yourself see it all the time. The pain from your past and the fear in your present limit your ability to see and take advantage of the opportunity for you to be amazing.

You decide if you find a breakthrough. You determine if you get lucky.

Not chance or chaos or coincidence.

Opportunity is always there. It doesn’t change. It doesn’t go away. It doesn’t play favorites. It’s just waiting to be taken advantage of. Waiting for you to realize that it is there.

The problem with your business might not be your sales plan or your marketing strategy or the need for a better culture. You might have a problem spotting opportunity.

And that’s not an education problem. Or a finance problem. Or even a personnel problem.

It is an inspiration problem. An attitude problem.

A belief problem.

Success is out there waiting for you to find it. The opportunity to be amazing has never been more within reach then it is right now.

Are you looking for it?  Or do you need an “opportunity adjustment”?

Fight for you. Believe in you.

Bleed. Cry. Conquer.

We all have some attitude problems sometimes but it can be cured with a little inspiration. With just a hug and a kiss from your love ones can make a difference. With an approving smile by your boss or a wink from a friend can give you confidence. Tell us what makes you inspired and your favorite words of encouragements!

Always,

Jack