Motivated sales reps tend to meet or exceed their targets thereby helping business to reach its revenue targets. Sales Motivation is a culture of the organization and it is a continuous process. Incentives, compensation and rewards are core part of sales motivation. But other techniques have to be employed based on business/organization situation, team dynamics and individual issues.
Learn why Sales Motivation is important for business, how Sales Managers can use different tools to motivate their sales teams and how to choose the right tools.
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Updated By Cuspera
Last updated: Jan 31, 2024
to build employee recognition & customer reward programs
Guusto is a free platform that builds employee recognition and customer reward programs. It gives companies the tools they need to create a culture of recognition, inspire great employee performance, and drive more business. It is designed to help enterprises build employee recognition and customer loyalty programs.
Guusto empower HR leaders with modern recognition tools to build an amazing culture, increase productivity, and boost retention using modern service awards, real-time recognition, peer-to-peer nomination and many other digital gift card programs. It provides mobile applications for Android and iOS devices, which helps professionals create and send redeemable digital gift cards to relevant employees, even from remote locations.
Guusto empowers sales and marketing professionals with simple tools to engage customers through customer acquisition, customer loyalty and customer advocacy by rewarding them through various programs like client appreciation, sales contest rewards and more. It lets administrators order gifts in bulk, configure automated schedules for specific rewards and define spending limits for team members. Guusto facilitates integration with various third-party human resource information systems (HRIS).
Vendor: Guusto
Company Size: 11-50
HQ Location: 1155 W Pender St, Unit 301, Vancouver, British Columbia V6E 2P4, CA
Financials: PRIVATE
Boosting Sales & Employee Motivation
SalesScreen is a sales performance software for sales teams to increase workplace productivity.
It primarily provides customer relationship management, employee engagement through visualization and gamification.
It comes with gamification, motivation, data visualization capabilities.
We knew that there were platforms that you could put on the big screen. But we didn't know that there was so much that you could do with it and so much play and so much fun and so much interaction that the team could have.Darrell Elliott
Sales and Leasing Manager
Dacha Real Estate
Vendor: SalesScreen
Company Size: 11-50
HQ Location: Karl Johans Gate 13, Oslo, Oslo 0154, NO
Financials: PRIVATE
The Revenue Communications Platform to automate workflow providing real-time insights
Troops is a Salesforce automation platform for managing sales, accounts and customer services used by sales teams, account executives, customer success teams and business owners, to increase revenues.
It primarily helps sales teams which use Salesforce and Slack to automate workflows, providing real- time information on Salesforce information and helping improve sales performance.
The key features of Troops is celebrate, automate, integrate and collaborate. The celebrate feature provides real-time alerts, insights, and activity tracking across sales pipeline in Slack. It provides visibility into sales process on wins / losses, with no requirement for Salesforce account. It helps to keep all aligned with company's goals, celebrate and build happy teams. Automate features help to build Salesforce workflows which alert sales reps in Slack to take action. Salesforce reports can be accessed from Slack on mobile and desktop. Obtain real-time pipeline analytics with integration of Salesforce and Slack which could help in closing more deals. Account-based collaboration is possible by using 'Deal Rooms' for key accounts management.
I love Troops because it's so simple, yet took our operations 10 years ahead of where other CRMs/ Customer Success platforms could have and adoption is very high. It's helped our CS team immensely stay on top of our most important processes so we can deliver the most impactful customer experience.Ziv Peled
Chief Customer Officer
Appsflyer
Vendor: Troops
Company Size: 11-50
Financials: SERIES B
Zoho CRM’s sales activity management tool.\n
Zoho motivator is a sales activity management tool for sales teams to enhance the revenue.
It primarily provides built in dashboards and charts for sales reporting, sales performance management and team engagement. It also helps access KPIs, targets and contests with real time CRM updates on Zoho Motivator’s mobile app.
It comes with analytics, targets, contents and broadcast tools to monitor the calls made and meetings attended to assess the performance of the team. It comes with built in integration with CRM tools.
Zoho has played an important role in standardizing our program. We now have more than 15,000 sellers using our services. The functionalities we've added have evolved Zoho CRM beyond just lead and contact management to more of a complete operational platform.Anand Goyal
Program Leader - Service Provider Network
Amazon India
Vendor: Zoho Corporation
Founded: 1996
Company Size: 1001-5000
HQ Location: 4141 Hacienda Drive, Pleasanton, California 94588, USA
Financials: PRIVATE
Spinify - Sales Dashboard To Improve And Motivate Your Team
Spinify is a sales gamification software for small business, enterprises to motivate, drive sales teams, enhance team collaboration and increase revenue.
Spinify helps teams to drive engagement with fun competitions that boost performance. It helps in celebrating teams achievement via personalized video, it provides team collaboration through celebrations and it helps teams to own announcement, creating personal announcements, countdown timers, and birthday messages via web and mobile app.
Spinify comes with integration to Salesforce, Pipedrive, Hubspot, Google Sheets, Excel, Slack, SQL, Zapier and 100+ .with built in app by confirming your access to them, Spinify then handles all the syncing.
Spinify has helped to see problem staff and increase staff motivation.Mitchell Cameron
Business Development Manager
Redpaths
Vendor: Spinify
Company Size: 11-50
HQ Location: 10 Four Seasons Place, Toronto ON M9B 6H7, Canada
Financials: PRE-SEED
A performance management system that reinforces key behaviors for sales and Customer-facing teams
Leveleleven Sales Management is a performance management platform for sales, customer success teams to drive sales performance.
Leveleleven Sales Management helps teams to get real time performance from Salesforce and other data sources. it provides on demand gamification, personalized video/songs for each person in the team, it helps in managing day to day sales behavior, it provides data driven coaching and performance scorecards.
Leveleleven Sales Management comes with contest engine to spin up automated contest to motivate the behavior metric, it provides easy to use templates for managing contests and drive sales performance.
Vendor: Leveleleven
Founded: 2012
Company Size: 11-50
HQ Location: 28 W. Adams Suite 800 Detroit, MI 48226
Financials: SEED
Enterprise Gamification Software as a Service Platform
Centrical is an employee engagement and performance management platform that improves employee engagement, proficiency and performance. It is suited for any businesses looking to boost employee performance, employee engagement and improve business agility.
It features advanced gamification, personalized micro learning and performance management that empower them with real-time performance tracking, engage them with challenges, levels & prizes, and offer prompts and micro learning that will help to achieve goals.
It provides advanced enterprise gamification that connects to employee emotionally to work for a positive and productive work culture. The personalized micro learning provides the right learning to the right employee based on their knowledge and performance data. The real-time performance management supports with continuous performance tracking and feedback to increase employee effectiveness and efficiency.
In a very real way, this platform enabled agents by motivating them at a personal level to do more, do better, make changes, and grow.DEE NILLES
Senior Business Program Manager
Microsoft
Vendor: Centrical
Company Size: 51-100
HQ Location: 33 W 60th St, New York, 10023, US
Financials: SERIES C
Visualization Software that helps you motivate your employees
Plecto is a dashboard software for sales, customer service, marketing , finance , development , ecommerce and enterprise teams to increase sales, employee performance and engagement.
It helps teams to get real time employee performance data across multiple systems and departments, provides instant recognition to employees which in turn helps in employee performance. It provides automated reports and data to allocate most of the resources.
It uses built in UI , Integrations , pre-built widgets, gamification for providing real time employee performance and data for allocating most of the resources.
I can recommend this software to anyone working with sales. It has helped our team reach our Goals by simply displaying sales for day to day. This is making the internal competition better by visualising the performance live.Markus Kolstad
Account Sales Manager
Verifone
Vendor: Plecto
Company Size: 11-50
HQ Location: Aarhus, Aarhus 8000, DK
Financials: SERIES A
Helps improve sales performance through enhanced employee engagement, including sales contests
Ambition is a sales performance management software that provides set of tools to help sales teams and leaders to improve their productivity.
Ambition includes Sales Gamification to motivate and engage sales teams. It has set of score cards, leader boards and dashboards that help teams and leaders to review sales activities and respective performance. It adopts data and metric driven coaching.
Ambition integrates with all major CRM including Salesforce.
Ambition gives me visibility into my leading indicators and lets me put incentives and pushes in-place to influence outcomes that we are looking.Brad Freitag
Worldwide VP of Sales
FileMaker
Vendor: Ambition
Founded: 2013
Company Size: 11-50
HQ Location: Chattanooga, Tennessee
Financials: SERIES B
Hurrah! Sales Leaderboards | CRM Gamified | Gamification software for ...
Hurrah is an employee performance broadcasting solution that blends gamification and broadcasting to motivate and engage the teams across organization.
It is primarily used by organizations for Contest Management, at Call Centers, for Sales, Leaderboards / Activity Tracking, Goal Setting / Tracking and Performance Metrics. For performance tracking, this web-based application draws data from multiple sources including Microsoft Dynamics CRM and gives the users the flexibility to build their custom metrics.
Hurrah provides a way to promote healthy competition within the organization by tracking KPIs, sharing important milestones with team, real time recognition of good work across department floor on TV screens and web browsers.
I would wholly recommend Hurrah! to other teams or other companies who are looking to increase their CRM use by their sales reps, improve the culture within their sales team, and create that overall positive, competitive environment.Zachary Soulier
Sr. Account Executive Boston Celtics
Vendor: CRMGamified
Company Size: 11-50
HQ Location: Miami, Florida
Financials: PRIVATE
Sales Management is largely a revenue target-driven activity. Motivated sales reps tend to meet or exceed targets. But the trick is to find what motivates sales reps? The compensation structure of the sales team is designed in such a way there is more monetary benefit if one meets or exceeds the target. When we talk about sales team motivation, we discuss methodologies and tools that are beyond the incentive and commission structure.
It is general practice to categorize sales team members based on their performance and skill as Stars, Core, and Laggards. One size does not fit all. Organizations have to employ different techniques to motivate different people. Stars get inspired by challenging targets and the associated comp benefits. Core constitutes the bulk of the organization and very often core teams meet the target, but they have to be nudged to exceed or grab opportunities. Laggards struggle to meet targets because - they could be new to the job, need more training, lack of skill or lack of drive/complacency.
Sales Motivation is not a constant or one-time activity. It needs to be varied based on the organization/business situation, team dynamics, and individual issues.
sales reps turn their thoughts and feelings into actions –– and that’s what determines their performance. Motivation, as it turns out, is the #1 key to helping your salespeople reach their goals.
Team motivation software improves motivation using gamification techniques like leaderboards, contests, competitions, etc to drive sales performance.
Different types of Sales Software achieve motivation results through different means. Many times, sales motivation is also viewed in conjunction with sales enablement. The following classes of software are broadly related to sales motivation.
Gamification is a commonly used technique in sales teams to energize, motivate by inducing competitive spirit and winning attitude. Gamification in the sales context involves applying gaming elements like competition, contests, goal setting to sales activities to drive the desired behavior. This helps organizations to boost sales performance, generate more revenue and increase customer satisfaction.
These are sets of software that primarily focus on upskilling/reskilling sales reps to do their job effectively. They can also include context-based, personalized training/coaching software. Very often sales leaders use these to guide sales reps to close deals or unblock them.
Very often sales teams have to spend considerable time on mundane tasks or repetitive tasks that prevent them from doing the most important job - that of engaging with customers. Tools that automate such activities are a big morale booster for sales reps. There are sales assistants that go beyond to generate context-related content, automate meeting setups and act as intelligent assistants. These can provide inspiring ecosystems for sales reps to do their job.
Sales are all about meeting revenue target numbers. Sales managers use motivation software to have visibility into the progress made by their sales team. They use it to be on top of sales KPIs and metrics, real-time. It helps them answer questions like will quota be hit, if not by how much will it be missed, what changes need to be done to sales strategy, etc and keep the sales team on track. Since they have visibility into the pipeline, they can also use it to forecast sales revenue. Managers can use it to create contests and competitions that can keep the team engaged and motivated.
The key to motivating the majority of reps is not to throw more money at them or change compensation plans every month. This might be necessary for the first few months of a start-up whilst you’re proving the concept and ramping up reps to show the art of the possible. However, it never works in the long-term as it creates a ‘heroin-addict fix’ environment.
Motivation software is intended to maximize the productivity and performance of your reps. Sales reps use it to be constant on top of their targets. They get motivated when peers close deals or hit targets. This feedback loop is so powerful that it drives changes in long term behavior. Because of this constant feedback coming in, sales engagement is high.
Some tools can be used by the HR department for employee engagement and motivation.
These tools can be used across any industry. Evidence suggests most deployment in technology, marketing, education, and the real estate sector to motivate sales reps.
The biggest foundation of motivation is continuous positive feedback. The software does this by making your KPIs visible, leaderboards, badges and positive reinforcement from the team to celebrate your wins. Having friendly contests and competitions give a huge boost to the team to perform better. In fact, competing with oneself to hit quota or beat your previous performance becomes fun. It helps sales reps manage themselves and managers don't need to micromanage anymore. It significantly increases individual accountability and you have a self-driven sales team. Public recognition, rewards, and accolades go a long way in motivating the team. The victory videos and songs have shown to increase the activity and engagement of the sales reps. Some tools also provide features to congratulate and encourage reps when they close a deal or hit quota. It Improves communication between sales reps and teams.
It helps induce team spirit, camaraderie, and cohesion among sales teams. Most importantly it brings in the fun factor back to work and daily activities. It helps managers highlight the achievements of their employees publically. This, coupled with real rewards, instills a feeling of pride and accomplishment in the workforce. All this creates a healthy work environment and culture where employees motivate each other to do their best and deliver results.
Tracking the progress of the teams is a huge plus when it comes to seeing your performance live. Gamification techniques induce long term desired behaviors through short term habits. Having competitions and dashboards reminds them of their progress week on week. Leaderboards drive them to beat their peers or their last week’s performance to get better. These software stimulate the competitive spirit and winning attitude among sales team members. So many positive loops drive high productivity and superior performance.
Increased motivation leads to more efforts from the sales reps to meet targets. This along with coaching translates to improved performance, increased close rates and ultimately increased revenue.
Having the ability to track team progress enables Sales Managers to provide personalized coaching. It becomes very easy to look at your pipeline and strategize accordingly. Reps can work with their managers 1-1 to figure an action plan moving forward. Scorecards help give a snapshot of employee performance and facilitates coaching.
The software gives visibility into the pipeline of your team. This can help you see what can be expected by the quarter-end. This is not a robust forecast but gives a decent sense of what can be achieved by quarter-end.
Top KPI for team motivation software
Sales Gamification software provides a set of tools to implement gamification. Gamification can be achieved in several ways -
Gamification is done at the various sales activities level which the sales rep performs on a daily basis. Goals are set against various activities and these are tracked in real-time. Sales leaders can use this to improve overall productivity. Some tools provide options to personalize goals depending on the individual's performance goals and skill/inclination towards that activity.
Sales managers can create competitions within the sales teams around any KPI they want to optimize. For example - the rep that hits the highest revenues this month wins a trip to Dubai. There are tools that can facilitate team level competitions where team members can work together using collaboration tools to achieve a common goal. This increases team spirit. Usually different teams are formed within a department and common competition goals are set which all teams work towards. Attractive prizes can boost the spirit.
Managers can create contests and challenges for day to day situations to make mundane days feel better. For example - having rewards for the highest revenue in a day, highest calls in a week, etc. These can be done both at the individual and team level and can be used effectively as knowledge sharing/gaining tools, fun elements and competitive spirit. Combined with rewards and badges, these can be great motivational tools. Contests can also be held for very specific themes for e.g when there is a lag in sales for a particular product or segment. Contests and challenges appeal to the basic human drive to excel and can be leveraged to increase the contributions by reps towards their KPIs.
Sales Leaderboards provide a visual mechanism to track individual and team progress. The progress made by sales reps in terms of deals, quota, targets is publicly shown using a leaderboard. Reps use them to check how they are doing against their target, their peers and even their past week performance. Often, the display format and visual data representation help sales teams to track their own progress, where they stand and what action they need to take. Over a period of time through the usage of such tools, team members will be able to convert their short term habits into long term behaviors. Some software allows us to build these leaderboards using certain visual themes and templates.
Rewards and Recognition are key to motivation techniques and these are essential to recognize the achievements when sales reps hit the target numbers. Badges and Point Scoring are good tools to use as they can act as both for target setting and recognition. Having different levels of badges helps learners to go for the next level of challenge.
This software broadcasts individual wins of sales reps to the organization. Announcing the deal closure with a victory song and videos coupled with a public celebration of the closed deal serves a big boost for the sales rep.
Some tools enable real-time, mobile-friendly tracking.
According to Gabe Zichermann, Gamification is 75% psychology and 25% technology. Gamification philosophy stands on cognitive psychology and behaviorism and is an “effective approach to increase motivation and engage users’. AI can play a key role in behavior analysis and customize gamification options in designing contests to make it more dynamic.
Leaderboards backed by AI, are used to track sales performance metrics for individual sales, benchmark them against team and top and bottom performers. Various such leader boards can be used to track and gamify - sales rep engagement, activity, lead pipeline and sales pipeline performances.
Point products in the case of sales motivation mean they specialize to provide only gamification tools like contests, badges, rewards or leaderboards. Hoopla, Ambition are some examples. If you already have an existing CRM software, then you can choose such tools to add gamification capability. There are quite a few CRM that come with built-in gamification - Microsoft Dynamics, Kreato, Agile CRM, crm.me. It is recommended to choose CRM more for its core capabilities and then buy a gamification platform for specialized gamification features.
Motivation software has key components like leaderboards, dashboards and should be backed by powerful analytics. AI-backed analytics make it more dynamic and interactive and provide personalization. Collaboration support provided by the software is important as a number of team members need to come together.
Sales gamification software needs to integrate with CRM, hence there should be provision to integrate all popular CRM. Out of the box, integrations would be more beneficial. There are some specialized gamification software that are tailor-made for specific CRM like Salesforce.
Gamification software needs to support multiple devices and should work seamlessly across PC, mobile, web.
Enterprise users need to look at factors like scale and performance with its ability to support no of users and the number of metrics and data volume that it can handle.
Motivation is a personal and personality-driven technique. Sales Managers tend to do this based on the personal connection with their team members which largely is driven by perception. Adopting a data-driven approach given by motivation tools needs a big shift and there could be adoption challenges by sales leaders.
The adoption of technology should not be driven for the sake of using technology. While choosing the tools, proper evaluation needs to be done to check what benefits it offers, how easy it is to use/learn, how it can be adapted to existing company processes and how well it can integrate with current tools. If a tool is chosen just because it is AI or ML-driven without offering end-user benefits, then it is bound to fail in adoption.
Sales Management is a very vital and dynamic process within an organization. So any tool implementation and rollout can not afford to disrupt the existing functioning of the organization like downtime of existing tools. Sales team members can often go through a churn in terms of attrition, new hires, growth-related expansion, etc. So the tools should deliver value quickly and also adapt to the dynamic structure of the organization.
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Bonusly - Fun, Personal Employee Recognition and Rewards
Vendor: Bonusly
HQ Location: 2755 Canyon Blvd, Boulder, Colorado 80301, US
to build employee recognition & customer reward programs
Guusto is a free platform that builds employee recognition and customer reward programs. It gives companies the tools they need to create a culture of recognition, inspire great employee performance, and drive more business. It is designed to help enterprises build employee recognition and customer loyalty programs.
Vendor: Guusto
Company Size: 11-50
HQ Location: 1155 W Pender St, Unit 301, Vancouver, British Columbia V6E 2P4, CA
Financials: PRIVATE
Tools to measure and drive engagement and bridges the gaps between everyday digital
Vendor: Bonfyre
Company Size: 11-50
HQ Location: 222 W Merchandise Mart Plaza, #1212, Chicago, IL 60654, US
Financials: PRIVATE
Augeo Marketing | Loyalty & Engagement Marketing ...
Vendor: Augeo
Company Size: 1-10
HQ Location: 2561 Territorial Road St. Paul, MN 55114, US
Financials: PRIVATE
Boosting Sales & Employee Motivation
SalesScreen is a sales performance software for sales teams to increase workplace productivity.
Vendor: SalesScreen
Company Size: 11-50
HQ Location: Karl Johans Gate 13, Oslo, Oslo 0154, NO
Financials: PRIVATE
The Revenue Communications Platform to automate workflow providing real-time insights
Troops is a Salesforce automation platform for managing sales, accounts and customer services used by sales teams, account executives, customer success teams and business owners, to increase revenues.
Vendor: Troops
Company Size: 11-50
Financials: SERIES B
Zoho CRM’s sales activity management tool.\n
Zoho motivator is a sales activity management tool for sales teams to enhance the revenue.
Vendor: Zoho Corporation
Founded: 1996
Company Size: 1001-5000
HQ Location: 4141 Hacienda Drive, Pleasanton, California 94588, USA
Financials: PRIVATE
Spinify - Sales Dashboard To Improve And Motivate Your Team
Spinify is a sales gamification software for small business, enterprises to motivate, drive sales teams, enhance team collaboration and increase revenue.
Vendor: Spinify
Company Size: 11-50
HQ Location: 10 Four Seasons Place, Toronto ON M9B 6H7, Canada
Financials: PRE-SEED
A performance management system that reinforces key behaviors for sales and Customer-facing teams
Leveleleven Sales Management is a performance management platform for sales, customer success teams to drive sales performance.
Vendor: Leveleleven
Founded: 2012
Company Size: 11-50
HQ Location: 28 W. Adams Suite 800 Detroit, MI 48226
Financials: SEED
Enterprise Gamification Software as a Service Platform
Centrical is an employee engagement and performance management platform that improves employee engagement, proficiency and performance. It is suited for any businesses looking to boost employee performance, employee engagement and improve business agility.
Vendor: Centrical
Company Size: 51-100
HQ Location: 33 W 60th St, New York, 10023, US
Financials: SERIES C
Visualization Software that helps you motivate your employees
Plecto is a dashboard software for sales, customer service, marketing , finance , development , ecommerce and enterprise teams to increase sales, employee performance and engagement.
Vendor: Plecto
Company Size: 11-50
HQ Location: Aarhus, Aarhus 8000, DK
Financials: SERIES A
Helps improve sales performance through enhanced employee engagement, including sales contests
Ambition is a sales performance management software that provides set of tools to help sales teams and leaders to improve their productivity.
Vendor: Ambition
Founded: 2013
Company Size: 11-50
HQ Location: Chattanooga, Tennessee
Financials: SERIES B
Hurrah! Sales Leaderboards | CRM Gamified | Gamification software for ...
Hurrah is an employee performance broadcasting solution that blends gamification and broadcasting to motivate and engage the teams across organization.
Vendor: CRMGamified
Company Size: 11-50
HQ Location: Miami, Florida
Financials: PRIVATE
