salesVP80

VP Sales

Power Hour Points System

Starting up a weekly power hour to increase prospecting across AEs. Metrics tracked will be dials, connections and discoveries set.

My goal is to have a quarterly winner where connections and discoveries set are heavily weighed.

Initial thoughts are:

Dials - 1 point

Connections - 5 points

Discoveries Set - 10 points

What's worked for you??

🔎 Prospecting

📞 Cold Calling

🧢 Sales Management

20 comments

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funcoupons

WR Officer

👑

Eh, contests like these have never motivated me. If I win, great. But I don't plan my day around activities that will win me an award, I plan my day around activities that will make me commission.

Sunbunny31

Politicker

Sr Sales Executive 🐰

EXACTLY.

Jewcan_Sam81

Politicker

Account Executive

I agree, it felt like a monkey wrench in my day and I ended up mostly pretending to have been participating so management would leave me alone to close my business the way that's been consistently successful

CuriousFox

WR Officer

🦊

This shit pisses me off honestly. I'm not a SDR.

salesVP80

Opinionated

VP Sales

Do you prospect? If so, has it always been part of your job description?

Sunbunny31

Politicker

Sr Sales Executive 🐰

I've never been motivated by awards while at work. That is me personally, however, so YMMV.

Beans

Big Shot

Enterprise Account Executive

Why is this being ran for AE's and not the BD org?

buckets1

Politicker

Echoing others on the thread...these types of contests actually de-motivate me. I prospect because it helps me set meetings that make me commission...not because my manager micro-manages me to do it. I’m all for Spifs like get to X% of your quota by month 2 of the quarter and you get a bonus or get uplift on a new product line, etc. but no stupid prospecting contests please. I’m not an SDR who needs to be babysat to make dials.

MCP

Valued Contributor

Sales Director

The 3 things listed are literally in the job description. You shouldn’t have to run a contest for them, they’re required table stakes. Incent desired behaviors like growth or breaking into new accounts, not activities.

salesVP80

Opinionated

VP Sales

Visceral reactions! Thanks for your honesty. For more context, we are capping out our inbound leads so we are changing culture and increasing focus on prospecting.

Filth

Politicker

Live Filthy or Die Clean

Best way to change culture or focus is to make sure the money is following suit. Make sure you have proper bonuses in place for each qualified meeting set or even proper disqualification conversations with the decision makers.

Don't get caught in a situation where you try to improve culture by talking about it - put money on the line and the people you want around will bust their ass and grab the cash and anyone who doesn't either needs more training or a different occupation.

buckets1

Politicker

That’s a tough transition to make! My company went through this and is in year 2 of emphasizing AE prospecting. A ton of my AE peers still think prospecting is beneath them or not part of their job. It gets easier once those AEs filter out of the org and new ones join knowing from day one the expectation is to prospect. Good luck!

salesVP80

Opinionated

VP Sales

Fortunately we don't have that mentality but time management and prioritization are both components of this change that are challenging. Thanks for your perspective.

Being 2 years in, do you have any lessons learned you can share?

buckets1

Politicker

I mean for me personally I was time blocking for prospecting before it became a requirement. Management uses activity KPIs now to track prospecting which feels very micro-managey. Not enough to make me want to leave my org but definitely not super palatable. For me I just prospect in the morning before diving into the rest of my day.

Upper_Class_SaaS

Politicker

Account Executive

From my past experience:

Weekly prizes per your discretion. Quarterly isn't going to move the needle IMO, but a weekly gift card could

Points system

20 dials = 1pt
Follow up = 2pts
Meeting Booked = 5pts

As an SDR I took home close to 10k in cold call competition rewards one year. Untaxed too since it was giftcards 🤑

TennisandSales

Politicker

Head Of Sales

yeah this is a hard pass for me.

I am an AE that does alot of prospecting and I would still hate this.

if prospecting needs to increase, this is not a long term solution. There must be other issues holding your AEs from prospecting besides lack of competitions like these.

Just my 2 cents.

salesVP80

Opinionated

VP Sales

Your 2 cents are valid. This is a short term initiative to help us jump start AE prospecting. Other efforts are being created to help change culture.

TennisandSales

Politicker

Head Of Sales

Then I think it depends on the group.

Some people love it and can have fun with it and see it for what it is.

some people it will actually make them LESS productive.

Ive seen both happen.

godpull54

Praised Answer

PDR

I dislike competitions like this, I think it throws AE's off their game sometimes.

salesVP80

Opinionated

VP Sales

Can you expand?

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salesVP80

Power Hour Points System

20 comments

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