The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

by Trish Bertuzzi

If you only ever run contests on most leads passed, the same people will likely win again and again. That can become demotivating for the rest of the team.

Randomly split the team into two groups. ● The winning team will be the one with the highest average number of meetings per rep (so if Team A set thirty-two meetings with four players, their score would be eight). ● Encourage teams to share ideas and work together to raise the performance of each rep. ● Award the winners a team prize: a catered event, team jerseys with logos, a team outing, etc.

Remember: “What if we don’t invest in our people, and they stay?” Good question—ugly answer.