Let’s start at the very beginning.
These are just four motivational factors. There are many more but let’s start here.
There are, of course, lots of additional factors, but let’s focus on these for now.
As you can see, both sides of the coin are very similar.
The most logical part is a case study (The Ad). It’s always important to present to staff successes within the sales group. This helps expose similar client solutions which end up as building blocks for sales to continue to massage their sales pitch and identify similar solutions for like products and clients. So how do you message this?
Let’s reverse that and look at the advertiser. As an advertiser, you’re going to track every channel: phone calls, internet advertising, email, TV/radio/print performance. You’re not going to assume a channel is performing without tracking, so why would you assume the same with employees? Especially sales employees.
That’s right, track your employees to see if they read the case study. Survey and test to make sure they got the message.
If you’re recording sales calls, make sure they are providing the same information to clientele. Use service monitoring services or conversation analytics.
So how is this motivating? Just like in advertising, where it can be exciting for an advertiser to view actual ROI, make it stimulating for the sales team as well.
If you track/record them, they will feel that they are doing something wrong and possibly they might feel that you’re being judgmental towards them.
The monitoring is to make sure they hit all the key points of the messaging.
Earn points for the monitoring and earn more points for certain key points and successes. Your sales team and your marketing team will love you.
They also will be less scared of you monitoring them if you gamify the results. Their peers in the office will look at them in a better light and other members of the team will understand how hard their job is and may learn something in the process.
This gamification process is more of peer branding for the individual. It highlights the top sales person, thus branding that person across the company.
The gamification can also be reward type initiatives; money is a great motivating factor.
This process also produces a ROI on each and every sales person.