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Sales Motivation, Game of Thrones Style

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Sales employees can be sorted into three groups: laggards, average performers, and star performers. Let’s make things fun and nerdy by likening these types of salespeople to the royal, warring Houses in HBO’s Game of Thrones: Greyjoys (laggards), Starks (average performers) and Lannisters (star performers).
How does sales motivation for each group differ?

Let’s take a closer look at each group and what really incentivizes them, so you know how to tap into the forces that really drive individual sales motivation.

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Sales Motivation, Game of Thrones Style

  1. 1. SAL ES MOTIVATION , STYLE
  2. 2. THREE HOUSES, THREE SETS OF CHALLENGES According to the 20-60-20 rule, sales employees can be sorted into three groups: laggards, average performers, and star performers. Let’s make things fun and nerdy by likening these types of salespeople to the royal, warring Houses in HBO’s Game of Thrones: Greyjoys (laggards), Starks (average performers) and Lannisters (star performers). How does sales motivation for each group differ? Let’s take a closer look at each group and what really incentivizes them, so you know how to tap into the forces that really drive individual sales motivation.
  3. 3. MOTIVATING SALES EMPLOYEES IN HOUSE GREYJOY (BOTTOM 20%) THE CHALLENGE: Their sales numbers are grim, and sometimes they may seem hopelessly isolated from their successful peers. Often, they’re just not cut out to rule the land. But many have potential to improve and impress you if incentivize them the right way. Their hidden abilities may rise up out of the depths of the cold sea and surprise you!
  4. 4. PEER PRESSURE EMPLOYEE RECOGNITION ONLINE REWARDS (commonly known as point programs) Show them what they’re missing by falling behind. A public display of rankings, such as a leaderboard, could be just the fire they need lit under them. Those dour Greyjoys in the show toil away on their island, separated from the rest of Westeros and resentful of the other ruling Houses. In a sales environment, you can assuage this by making peer-to-peer recognition visible to all with a tool such as an employee recognition social media platform. That way, Greyjoys can get recognition for the little things they do. Ten bucks doesn’t sound like much, but rewarding with enough online reward points to spend those points on a movie ticket or book is another story. Behavioral economics studies show people are more psychologically drawn to non-cash rewards than money. HOW TO MOTIVATE THEM:
  5. 5. MOTIVATING SALES EMPLOYEES IN HOUSE STARK (MIDDLE 60%) THE CHALLENGE: They’re steadfast, persistent, and work well in the cold, so they don’t get discouraged or take it personally when prospects seem to be freezing them out. But they may get a bit too comfortable with the status quo. They don’t have as many issues with motivation as the Greyjoys, though. They have the most room to grow. And growth among the Stark group makes the biggest impact on your sales, since they’re the majority.
  6. 6. DEBIT OR GIFT CARD REWARDS RECOGNITION TRAINING INCENTIVES These flexible incentive rewards can be used anywhere. Cards appeal to Starks’ practicality. They can stock up on groceries, buy gas or pay bills. Even if they’re too modest to crave praise from their peers, they likely love dishing it out. Giving them the platform to recognize their peers’ accomplishments creates a motivating sales environment. Training and educating themselves helps them prepare to meet a client’s needs. Give them rewards for increasing product knowledge and skills. HOW TO MOTIVATE THEM:
  7. 7. MOTIVATING SALES EMPLOYEES IN HOUSE LANNISTER (TOP 20%) THE CHALLENGE: These are your stars—the performers in your top 20%. They’re ego-driven and proud. Once they get their claws in a prospect, they go in for the kill and they love the triumph of closing big deals. So where’s the challenge? Even people who love winning get bored of winning, especially if they reach the top and feel there’s nothing left to conquer.
  8. 8. INCENTIVE TRAVEL MERCHANDISE REWARDS LEADERBOARD For the Lannister who has it all, offer them exclusive group travel incentive trips. This assures them they’re in the upper echelon of performers and gives them a one-of-a-kind opportunity to mingle with upper management and executives. One of the biggest draws of merchandise rewards is trophy value, i.e. merchandise is a tangible and permanent symbol of success. Lannisters love showing off trophies! Tapping into their need to be in the lead is the best way to motivate them! HOW TO MOTIVATE THEM: LEADERBOARD They want to submit their sales claims immediately so they can get their rewards yesterday and move on to the next conquest. A sales incentive program mobile app is the fastest way to reward their achievements.
  9. 9. Of course, not every salesperson can be so easily categorized into a fictional royal house from a fantasy TV show. But these three distinct personality types show how incentive rewards can mean different things and have different impact, for different sales employees. Offer diverse incentive rewards and strategies so you can motivate all of Westeros… uhh, your sales team, that is.
  10. 10. IMAGES COURTESY OF HBO’S GAME OF THRONES. LoyaltyWorks does not own these images.

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