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What is Sales Motivation Software?

Employee motivation has been a primary goal for sales managers for over a century. Here’s how software is helping make the job easier.

Published in

The Art of Sales

4 min readSep 18, 2017

What if you could motivate the middle 70% of your sales staff to improve their quota by just a couple percentage points? What would that achieve for your organization?

The Harvard Business Review recently published an article titled “Motivating Salespeople: What Really Works” which takes a look at how bonuses, prizes, multi-tiered competitions and targets are proven to be extremely valuable in helping to deliver different levels and kinds of attention to sales reps. The result was significantly increased ROI by simply understanding what motivates different people.

Any modern sales leader is likely familiar with the Pareto Principle, also known as the “80/20 rule”, which basically states that 80% of your sales come from the top 20% of your sales reps. The big question is… how can you motivate the laggards and core performers to become high flying stars too?

What is Sales Motivation Software?

In general terms, sales motivation software refers to the combination of gamification platforms with data analytics, allowing managers to drive performance on clearly defined objectives or KPIs.

It involves the application of game elements (e.g. point scoring, competition, clearly defined goals, etc), to drive a desired behavior, such as making more dials, booking more meetings or closing more deals.

“Gamification is the application of game elements (e.g. point scoring, competition, clearly defined goals, etc) in non-game contexts, to drive a desired behavior, such as engaging and motivating salespeople to surpass their goals.” — click to Tweet

In essence, gamification makes up a very fun and interesting part of the overall sales enablement pie. By using features such as ranks, leaderboards, sales contests, event celebrations, wall of fame, badges and other tools, gamification helps managers to motivate performance on clearly defined business objectives.

By combining your data-driven systems such as CRM with a fun and unique way to display the data and recognize reps by creating rally points around key performance, gamification is an incredible tool to build cohesion, team spirit and friendly competition.

Sales motivation software makes up a very fun and interesting part of the overall sales enablement pie. By using features such as ranks, leaderboards, sales contests, event celebrations, wall of fame, badges and other tools, sales motivation software helps managers to motivate performance on clearly defined business objectives.

Event celebrations, part of SalesScreen’s robust sales motivation toolkit

How is Sales Motivation Software Effective?

Many people approach daily work with the mindset that it is cumbersome, boring and only limitedly rewarding. We know from experience that if you can increase the motivation levels in your core performers by even just 5% you can see incredible growth results.

Your core performers usually make up the majority of your sales teams and represent the greatest opportunity for growth. They are the ones who probably have incredible untapped potential but for whatever reason are not maximizing their efforts.

Here’s how it works:

1. Start by making your sales data transparent and intuitive, which creates a baseline that allows everyone to understand their performance and projections.

Through the use of live KPI displays, leaderboards and more, ensure that your sales reps are consistently aware of their performance metrics and what they can do to improve.

2. Next, create unique rewards and motivators around the key performance indicators (KPIs) that are most important to achieving your business goals.

Through a variety of recognition features, event celebrations and unlockable rewards, make it fun and rewarding to drive incremental increases on clearly defined objectives.

3. Kick it up a notch by stimulating the competitive instincts in your sales reps.

Salespeople are competitive by nature and by displaying performance across TV screens in real-time, you make it easy to see who is putting out and who is holding back. Make sales contests fun, unique and rewarding, so it’s easy to motivate your core performers into running with the big dogs.

Instead of wondering why some of your salespeople are performing while others aren’t, use sales motivation software to make all of the sales information intuitive, transparent and easily accessible.

Motivation can be hard to build but it is contagious once it gets flowing. So, bring something into your offices that will help everyone to become more social, collaborative and teamwork oriented… the result will be more core performers unleashing their full potential and performing like stars.