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This article originally published on Predictable Revenue.
Aaron Ross, of the award-winning, bestselling book Predictable Revenue, has been teaching companies how to double or triple (or more) new sales since he helped Salesforce grow from $5m to $100m. Now he’s turned his attention to building the software platform that will power the next wave of Cold Calling 2.0 teams. Check out Aaron’s latest work on How Hyper-Growth Companies Create Predictable Revenue.
It’s more and more common to walk into a sales office these days, and see a bunch of big screen TVs around displaying live sales leaderboards. Sometimes they’re showing live monthly sales goals, sometimes live sales contests leaderboards.
Glassdoor is a free jobs & career community where employees post anonymous reviews of the companies where they work. Nick Boeka is a sales operations manager at Glassdoor. He wanted an easy way to better motivate and focus the sales team.
Nick found Hoopla, one of those apps that makes it easy to create contests and leaderboards to track and showcase rep performance on ESPN-like leaderboards on big screen TVs & computers around the office. Remote reps can view it all on their computers & mobile devices. Nick signed on with Hoopla, bought some HDTVs and had the application up and running the next day.
It integrates with Glassdoor’s salesforce.com system, streaming live sales updates as they happen straight from Salesforce to the TV screens. The televised challenges and leaderboards were an instant hit with the Glassdoor sales team.
Unlike the manual contests and updates Glassdoor used in the past, Nick found that broadcasting sales updates with an app had a much more powerful and immediate effect on the team’s performance.
But putting in live leaderboards did more for Glassdoor than add some extra initial excitement. It helped push the company’s sales performance to new levels. For example:
85% of their goal of ‘appointments booked’ to hitting 125%
newly ramping reps achieve 80% of quota