Building excitement around the contest launch is key.
Here’s how we awarded people with the best stand-and-deliver presentation:
- The top three whiteboard presentations win a monetary reward, garner executive visibility, and feel increased pride.
- The first three teams to complete the exercise get a team spiff.
- The top two teams building the most pipeline over a 45–60-day period win a spiff for a team party.
- The AE who builds the most pipeline wins a spiff.
Executing the spiff properly was key. Earlier in the year we ran a similar contest, and a local RVP set a great example. He explained how they set up a fun, time-dependent, gamified team approach, getting scheduled on the calendar early. There are always some stragglers who are completing this in the last week of the month. For this campaign, we worked with leaders on how to participate in the contest and reduce the time away from selling in the all-important last week of the month. We typically target to have the certifications done by the end of the second or third week of the month.
To share their presentations, account executives recorded their pitch on their iPhone with a partner or on their laptop camera, uploaded the recording to Google Drive and Salesforce Chatter to show completion, and got ready for judging by their regional VP.
We also included our solution engineers who work with each team to get them involved in scoring and support. SEs do a lot of enablement through the year, and we felt this improved the AE skill set, partnership, post analysis, and pipeline.