An excerpt from our brand-new co-case study with employee engagement and rewards provider, Blueboard.
In Q3 of last year, Cell Marque Sales & Tactical Marketing Manager Lauren Hopson had 2 issues - her team was missing quota and facing a culture gap between management and employees. How did she her team back on course while updating company culture? Hear from Lauren herself in the video below.
The Cell Marque sales team was facing an incredibly ambitious +18% YoY sales goal for their end of year close. As Q3 rolled around, Lauren Hopson, Sales and Tactical Marketing Manager, started to see a dip in activity and closed sales, and knew she’d need to do something unique and different to motivate her team towards the finish line. Lauren found the perfect solution, Blueboard and Ambition.
Software for the Millennial Sales Force
Lauren elected to mobilize the Cell Marque sales team for Q4 via an immersive, data-driven sales competition and new, engaging reward system. With a Milennial sales team, Lauren knew that boilerplate sales contests (call leaderboards) and rewards (cash bonuses, gift cards) wouldn’t make the cut.
She began researching innovative sales contest ideas and best practices for motivating and engaging teams. This USA Today article ultimately led her to Blueboard and Ambition.
The first thing Lauren did after onboarding both products? Set up a Fantasy Football-style sales competition on Ambition that would run the length of Q4. After that, Lauren added the final critical component to her master plan - a list of Blueboard experential rewards packages to serve as prizes for the contest's top performers. To make the rewards even more compelling, Lauren placed them prominently on the main Ambition competition page - to serve as a constant reminder of what the winners had in store.
The turnaround in performance was immediate. According to Hopson, her reps "started coming in earlier, staying later, and getting after it more." Prospect calls hit an all-time high. And by the end of the quarter, the team had come from behind to obtain its 18% YoY growth goal.
Thanks to reinvigorated sales reps and a transparent, newly competitive sales culture. Lauren accomplished her most critical Q4 objective and solved the underlying cause behind her team's Q3 struggles. Months afterward, she continues to credit Ambition and BlueBoard for driving that year-end success in 2015.
Watch Client-Run Ambition Walkthroughs
Want to see Ambition through the eyes of a current user? Watch sales leaders from ChowNow, Outreach, and AMX Logistics walk through their live Ambition platform and explain how they use the platform to drive revenue growth at their company.
Ambition: Sales Performance & Accountability Software
Ambition is a sales management platform that syncs business teams, data sources, and performance metrics on one system.
Modern sales leaders use Ambition to enhance sales performance insights and run supercharged sales reports, scorecards, contests, and TVs via drag-and-drop interface.
Ambition is endorsed by Harvard Business Review and AA-ISP (the Global Inside Sales Organization). Hear more from business leaders who use Ambition in their organization.
- FiveStars: Adam Wall. Sr. Manager of Sales Operations .
- Filemaker: Brad Freitag. Vice-President of Worldwide Sales.
- Outreach: Mark Kosoglow. Vice-President of Sales.
- Cell Marque: Lauren Hopson. Director of Sales & Marketing.
- Access America Transport: Ted Alling. Chief Executive Officer.
Watch Product Walkthroughs:
- ChowNow. Led by Vice-President of Sales, Drew Woodcock.
- Outreach. Led by Sales Development Manager, Alex Lynn.
- AMX Logistics. Led by Executive Vice-President ,Jared Moore.
Read Case Studies:
- Clayton Homes: HBR finds triple-digit growth in 3 sales efficiency metrics.
- Coyote Logistics: Monthly revenue per broker grew $525 in 6 months.
- Peek: Monthly sales activity volume grew 142% in 6 months.
- Vorsight: Monthly sales conversations grew 300% in 6 months.
Contact us to learn how Ambition can impact your sales organization today.