“Creating a system or a creating basically a game within the organization, depending on how you set up with your teams to optimize the efficiency levels of those said teams” – Milovan Milosevic in today’s Tip 610
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Milovan Milosevic. Milovan is currently the VP of Revenue Operations at Shyft. He’s built both B2B and B2C teams from the ground up and currently leads over 50 people including SDR’s, AE’s, Sales Support, and CSM’s. He’s a former professional football player and co-host of the BizBros Podcast and now here he is with us. Give a listen:
Milovan Milosevic: Hey everyone! What’s going on. So today I actually want to talk to you guys a little bit about gamification but gamify your internal teams to increase sales. What does that mean?
So basically it’s creating a system or a creating basically a game within the organization, depending on how you set up with your teams to optimize the efficiency levels of those said teams, whether it be presale, sale, like SDR, AE, whatever, like whether it be rev ops, would there be a completely different cadence of teams that you guys have, and actually organizing internal, I wouldn’t say competition, but like making more fun to work. And you know, the assumption here is that the actual revenue or the numbers will go up because people enjoy more doing the work.
This has been proven at my company currently. So on a huge sample of one, this has worked. So let me know if this works for you guys. What we’ve done is I’ve actually created a villain, basically where my teams compete against that villain is obviously me.
So we created a different point system for every team member for their performance, necessarily performance in terms of the full-blown KPIs that everybody uses, but more so of different things that teams can interact with each other. For example, if ever SDR and AE team, and they don’t have great cohesion, this is a phenomenal way to set this up. At least I think so.
And one way to do it is let’s say, SDR schedules a meeting, you get 1 point. AE converts that meeting into a proposal or something. They get a point and a half, doesn’t really matter. You can set different metrics. For example, one can be an activity metric. One can be working together as a team metric. For example, while we currently set up is you have a colleague actually stepping in to help you a close business in a transactional environment.
So if you have different setups, we can bring in a call and they can help you out. That might be better versed in selling into let’s say, CFOs versus you’re selling to CMOs something along those lines or cold calls into these personas. When someone helps you out, they gain a point or whatever that metric may be. So that way you actually build cohesion with it in build understanding, and bridge that gap. Many people want to work together and make it fun because, at the end of the day, it doesn’t have to be prizes. You can actually be incentives to come to work and have fun.
For example, I’ve done some ridiculous things, when I lost, like I recorded a video and send it out to the company and there’s people bought me a beer, which I love they didn’t have to anyway, disclaimer, but there’s a bunch of things you guys can do to make sure that unifying those themes can be super successful in driving conversion rates because retention, it goes and drives retention, drives teamwork. And hopefully, it drives revenue up because everybody now understands the other side a lot better, regardless of that, they came from one position to another.
So they can be up to the metric. It can be a revenue metric. It can be closing, whatever you guys use, it can be used. So that the teams can compete. They generate a pool of points versus you who developed, how do I generate points is when they fail at genuine points themselves.
So basically I can’t do anything to earn a point except when they’re not doing, or then they’re not, they’re falling behind them. They’re cool now, whatever that may be. And you know, as people who should be leading those teams, you actually want to step up and help those people out because it also outlines a clear gap where someone is struggling very quickly, regardless of all your reports, this can be sent out in a Slack message, like a daily API that sends all this out and you will have easily to see when there’s a person struggling, whether it be an activity, whether it be closing, within the funnel, without diving into a deeper report. It can be very much fun for the entire organization, depending on how you set up. So that will be me. Thanks a lot!
Scott Ingram: For more about Milovan, and most importantly for links to check out his BizBros podcast, just click over to DailySales.Tips/610 and we’ll have everything for you there.
Once you’ve done that. Be sure to come back tomorrow for another great leadership focused sales tip from David Weiss!