Sales is hard… Any leader who has felt the pressure to grow and increase performance with their team knows this. A breakthrough concept that has changed the game for our team is this: ‘control what you can control’.
I’m not able to control when a prospect signs a contract, but I am able to control how many deals I have in the pipeline! This is an example of focusing on, ‘Leading Behaviors’, instead of outcomes. Leading Behaviors are the measureable activities that your team can be doing consistently to achieve the desired outcome or goal.
The book, 4 Disciplines of Execution was a game changer for us, which introduces the concept of focusing on your ‘Leading Indicators’ to more effectively achieve your lag outcomes, i.e. Goals.
At Cooleaf, we’ve taken this concept several steps further and put it into action! Our approach is to help you define the Leading Behaviors for your team, based on your goals and then we design a micro incentive strategy around them to consistently reward and recognize employee accomplishments. Employees are recognized in front of their team for hitting metrics and the stories about these ‘ small wins’ are shared, which creates greater awareness about what is valued and also some healthy competition. This is all done through an integrated engagement platform that is branded for your company.
People like being part of a winning team!
In addition to the intrinsic value the employee gains from being appreciated and earning credibility and respect in front of their team, employees earn points that can be redeemed in a rewards catalog for items like Amazon, Target, Southwest, and Visa gift cards. These are micro bonuses that keep the ‘Leading Behaviors’ top of mind for your team.
Through working with many companies, we’ve learned that there is a higher perceived value in being recognized and earning in this example a $50 Amazon gift card then just receiving $50 in your paycheck, which most employees will not even notice!
All the incentives are automated and delivered in real-time by Cooleaf!
In addition to this performance incentive strategy, Cooleaf will run team competitions on a monthly schedule that you can use to increase engagement in specific metrics for your goals and to improve collaboration across your team. Employees earn points for their contributions and participation in the team challenges and events, which can be redeem in the rewards catalog.
A Cooleaf Customer Success Manager will organize and run this schedule of team challenges for you!
- Control what you can control – define Leading Behaviors that your team can be doing consistently to drive outcomes towards your goals
- Measure and incentivize Leading Behaviors – focus on ‘front of the funnel’ activity to keep it top of mind for your team
- Create competition – people love to compete! Tap into this as part of the incentive strategy that is aligned to the Leading Behaviors of your goals
Want to see some real-life examples? Send us an email at firstname.lastname@example.org and we’ll set up a 15 min. intro phone call to share how other organizations are maximizing team engagement and achieving their goals!