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Sales Culture: Creating a High Performance - Mike Smalls

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Inside Sales Virtual Summit - Access all 62 sessions here: http://www.insidesales.com/summit/register-2

Mike Smalls - Founder & CEO at http://www.Hoopla.net

LinkedIn - www.linkedin.com/in/mikesmalls
Twitter - https://twitter.com/mwsmalls

Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

Published in: Business, Technology
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Sales Culture: Creating a High Performance - Mike Smalls

  1. 1. Copyright 2013 Hoopla Software, Inc. Creating a High Performance Sales Culture MICHAEL SMALLS 408-498-9601 mike@hoopla.net
  2. 2. 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
  3. 3. 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
  4. 4. Copyright 2013 Hoopla Software, Inc. Salespeople Represents Biggest Group of Disengaged Employees Less than 1/3 of Employees are Motivated & Engaged
  5. 5. Copyright 2013 Hoopla Software, Inc. How Do You Get Engaged & Motivated Salespeople?
  6. 6. Copyright 2013 Hoopla Software, Inc.
  7. 7. Copyright 2013 Hoopla Software, Inc. Top Dog: The Science of Winning and Losing
  8. 8. Copyright 2013 Hoopla Software, Inc. Competition Improves Performance
  9. 9. Copyright 2013 Hoopla Software, Inc. Competition Hormones Collaboration Hormones =
  10. 10. Copyright 2013 Hoopla Software, Inc. Not True for Everyone 25%of people not impacted by competition 25%negatively impacted
  11. 11. Copyright 2013 Hoopla Software, Inc. Wiring Plays A Big Role
  12. 12. Copyright 2013 Hoopla Software, Inc. Some Perform Better Under Stress
  13. 13. Copyright 2013 Hoopla Software, Inc. Risk Taking is Key in Competition
  14. 14. Copyright 2013 Hoopla Software, Inc. Focus on Odds or Rewards?
  15. 15. Copyright 2013 Hoopla Software, Inc. Competition Must be Close
  16. 16. Copyright 2013 Hoopla Software, Inc.
  17. 17. Copyright 2013 Hoopla Software, Inc. Size Matters
  18. 18. Copyright 2013 Hoopla Software, Inc. A Level Playing Field
  19. 19. Copyright 2013 Hoopla Software, Inc. Rivalries: Competition on Steroids
  20. 20. Copyright 2013 Hoopla Software, Inc. The Audience Effect
  21. 21. Copyright 2013 Hoopla Software, Inc. Top Dog: Motivational Hierarchy Prizes & Bonuses Trophies & Titles Winning Being Better Than Others Intrinsic Motivation: Doing Something For the Love of It
  22. 22. Copyright 2013 Hoopla Software, Inc. Prize Spreads
  23. 23. Copyright 2013 Hoopla Software, Inc. Competition Frequency
  24. 24. Copyright 2013 Hoopla Software, Inc. Stars Like Competitive Workplaces
  25. 25. Copyright 2013 Hoopla Software, Inc. The Team Effect
  26. 26. Copyright 2013 Hoopla Software, Inc. Playing to Win or Not to Lose
  27. 27. Copyright 2013 Hoopla Software, Inc. Enterprise Games: Michael Hugos Game Like Operating Model 1. Goals 2. Rules 3. Feedback Systems 4. Voluntary Participation
  28. 28. Copyright 2013 Hoopla Software, Inc. Feedback Systems • Connects with Existing Systems • Data Analytics • Real Time Communication
  29. 29. 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
  30. 30. 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
  31. 31. Copyright 2013 Hoopla Software, Inc. Takeaways
  32. 32. 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
  33. 33. Copyright 2013 Hoopla Software, Inc. Back It Up With Recognition
  34. 34. Copyright 2013 Hoopla Software, Inc. About Hoopla Transforming the way companies motivate employees and drive performance.
  35. 35. 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
  36. 36. Copyright 2013 Hoopla Software, Inc. Thank You. MICHAEL SMALLS 408-498-9601 mike@hoopla.net www.hoopla.net @hooplasoftware

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