Tips to meet your Business Challenges:- The objectives of a Business challenges must be consistent with your performance indicators! “Increasing the number of phone calls” should never be the main objective of any of your challenges. That is true. Putting in place a successful business challenge means understanding long-term issues that can be managed by a specific focus on encrypted indicators (such as the number of phone calls) and improving the sales process .
Finally, if you have to challenge your salespeople on their numbers of calls, it is because the increase in them leads to more appointments, which themselves lead to more customer contracts. It is these objectives that must be emphasized while the quantitative variable is only one means of achieving it. The more concrete and defined your goals, the more your sales people will feel involved and concerned about achieving them.
Tips to Achieve Your Business Challenges
In addition to long-term projection, it is important to keep these 4 tips in mind to achieve your goals during your trade challenges in 2016:
- Be ambitious
- Involve all your sales people
- Diversify your measurement indicators
- Master the duration of your commercial challenge
Let’s develop these key points one by one.
- Be ambitious in your Business Challenge
Whether it is your goals or the rewards offered to your sales people: aim high. As Mark Roberge, Hubspot’s CRO, says, “a sales target that is too low will not have a significant impact on the motivation of your sales people.” Having ambitious yet realistic goals allows a real awareness of the performance that your sales force needs to achieve.
In addition, the rewards awarded must be consistent with your goals. Offering rewards that are not of particular interest or that are quantitatively misjudged will be a brake on the success of your challenge. Explode the motivation of your salespeople by offering innovative and fun rewards inspired by our ” Challenge Commercial: How to choose your gifts ” white paper. Interest and inspire your employees, they will surprise you.
- Involve all your Salespeople during your Incentives
Change your vision of the business challenge. A common mistake is to try to make your stars (your top performers) as high as 10% of your workforce. Consider maximizing the involvement of your commercial squad that represents about 80% of your teams.
In general, a slight increase in performance of your pack will have a greater impact on your overall performance than a big increase in your stars. Generating a positive and constant evolution of your pack will have a homogeneous influence on your key figures. Therefore, to maximize your results, your sales managers and managers must target the largest and not the most efficient workforce segment. It is obviously important not to abandon your “laggard” salespeople who need more personalized, more complex motivation and special attention. The application of these management factors will allow a homogeneous and long-term investment of all of your teams on the proposed challenge.
- Diversify your Measurement Indicators
The more you use diversified encrypted indicators in your business incentive, the more you will be able to analyze the performance of your sales people and to achieve your predicted results. A recent study by the Harvard Business Review showed that a business challenge integrating several measurement indicators yields much better results than using only one. Be careful not to abuse! Concentrate on two to three key indicators to optimize your results and to facilitate the follow-up of your business challenge. Diversifying these factors will give you the opportunity to target your goals in multiple ways, analyze key points and better align your incentive.
- Master the duration of your Commercial Challenge
The length of your challenge is paramount to its success. If it is too short, your teams will not have time to adapt, if it is too long, they will run out of steam. Prefer a commercial incentive of a minimum duration of one month and that does not exceed 6 months. The higher your stakes and the greater your commercial challenge, the more your sales force will have the time to invest and take a taste of the challenge.
According to recent scientific studies, the change of behavior of an employee or a team within a company takes about 66 days. Consider these numbers and propose long-term challenges to allow time for your entire workforce to adapt and initiate the process of motivation. Animate your incentive throughout its period by giving it punctual and controlled boosting.
Imagine different rewards, targets turned differently or put in place appropriate boosters and you will allow your staff to re-motivate themselves by stimulating them on a daily basis. To achieve your goals during your business challenges, adopt flexibility, ambition and optimization. The implementation of these 4 tips will allow you to effectively manage your objectives and optimize mobilization of your staff. So, ready to succeed your business challenges.