How To Create Small Wins That Boost Sales Morale
Winning feels good.
There’s just no getting around it.
Whether it’s a race to the car, or the final buzzer-beater of a seven-game slog, there are few better feelings in life than bringing home the W.
So why would we deny ourselves the opportunity to recreate that feeling at work?
You may feel like your employees take home that feeling with a paycheck, but if they don’t feel like they’re really accomplishing anything beyond their daily work, they’re going to start to lose their sense of motivation—and ultimately their sense of engagement with their role.
That results in poorer performances, and higher turnover. As Cathy Reisenwitz over at Capterra points out: “As a sales manager, one of the most effective steps you can take to prevent sales burnout is to reward small wins. … Sales managers who take the time to celebrate small victories end up with happier, more productive reps who are less likely to quit.”
And now, with the world of sports coming to a bit of a halt—and things like marble racing winning the hearts of millions of sports-less fan across the world—what better chance do you have to boost morale than with some much welcomed competition?
So with that in mind, we here at Hoopla want to encourage you to celebrate the small wins. Wins you can go off and celebrate with your team as soon as you’re done reading here.
Sometimes it takes a seven-game series, but today it doesn’t have to. Check out our ideas below and see what sparks your imagination!
You know that annoying phrase your parents used to use with you when you kept asking them “are we there yet?” on a road trip?
The joy is in the journey.
Well, not to sound like your mom, but sometimes simply setting goals can feel like accomplishing a goal in and of itself.
Small daily goals allow us to move beyond the frustration of long-term droughts and difficult seasons—they allow your employees to take ownership over their day-to-day work. If you can incentivize goal setting, and create a culture that celebrates it, your sales team will be that much more dialed in.
Let Leaders Lead
And while it may not be the reality that every employee has a “winning” moment every day, that doesn’t mean you can’t celebrate success on a daily basis—and in a way that includes everyone.
What you have to remember is that, as much as sales can be an isolated role, it’s the engine that powers your whole company.
Rather than waiting until everyone has a win, turn celebrations into a teachable and unifying moment: when your top performers shine, reward the whole team! It gives your employees the chance to see what success looks like, understand its context within the entire organization, and get a taste of achieving it themselves.
Track Metrics & Reinforce Them
Remember those goals we were talking about earlier? In almost all cases, the more precisely we can define our roles—and what makes us successful in them—the more likely we are to perform better within them. One of the best ways to do this is to use metrics, often known as KPIs to track performance.
As a manager, one of the easiest ways you can reinforce best practices are to actually track them—and then celebrate them as often as possible.
Do you want your employees hitting X number of cold calls? Great! Call it out when they do (positive reinforcement!) and then celebrate them for it! You’ll be amazed at how much more quickly good habits will develop as a result.
Make It a Competition
Small wins don’t have to always be in the form of individual performance as it relates to the client, either. Take some of those metrics and KPIs, and put your employees into some healthy competition. See who can get more cold calls in by the end of the day – or see who can engage with more prospects.
Gamifying some of the daily drudgery enables your sales team to turn monotony into victory. Sometimes it really is as simple as that!
Don’t Forget “It’s Tuesday”
Finally, let’s not forget the incredible power of a little kindness and forethought. It can be as simple as sending a ‘thank you’ message on a random Tuesday morning—or as kind as checking in with individual employees about goals they have outside of the office.
Your employees have all sorts of stuff going on in their lives outside the office. And being able to feel cared for and celebrated—sometimes just because—helps them to feel a part of something bigger than just a paycheck.