Celebrate Small Wins
- by Elay Cohen
- November 28, 2014
SalesHood - Sales Enablement Platform
I’m a big proponent of helping sales teams close big deals and I’m a bigger proponent of working with sales teams to achieve small wins. Small wins can be anything from a customer calling back or a great demonstration or a killer discovery meeting. Even a retweet by a prospect can be a huge win and exactly what a deal needs to start picking up some momentum. Consider wins to be grouped into three categories: onboarding, ongoing and execution. Sales New Hire Onboarding Wins Consider the impact of getting all your reps onboarded faster and better. It’s huge. Here are some onboarding wins you can begin celebrating with your team.
And the list of firsts goes on and on. The recommendation is that you identify the “firsts” that are specifc to your business and celebrate everytime one of your new sales hires successfully completes. Elevate their onboarding success to the team level and celebrate. Ongoing Training and Best Practice Sharing Wins Creating cadence around celebrating wins like team training completed, certifications accomplished for new products, and best practices shared across reps on a team is very inspiring. Sales Execution Wins Most sales managers will ring the bell and focus celebrations on deal wins. Look at your sales process, and look for wins at every stage. You can highlight activity based wins like emails sent, calls made, customer connects. Celebrate getting access to power on a stalled deal.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.