Christmas Tree: unlock items

Bring an empty tree to your office.

Give your team 30 days to decorate it as much a possible.

Each team member has X items that they need to unlock.

Associate each element with an objective, for example:

• Christmas’ balls = 1 new contract
• Stars = min. +10% budget increase
• Garland = 1 new feature plugged

Or, you could associate one colour per team:

• Reds = BDR’s
• Blue = AE’s
• Yellow = AM’s (etc)

You can make it both an individual and team competition.

And you find yourselves with a nice Christmas tree by the end of the competition. Something tangible and that you collectively built and earned.

Word Insertion during Calls: to cool off

Gather with your team and challenge each others with 1 word (or more) to place during the next calling session.

This might sounds stupid - but it can be a fun way:

• To cool things off
• To help your team having “chill” conversations with their contacts and help them realise they should not be afraid of asking some difficult / straightforward questions
• To facilitate new joiners onboarding

C-Level Role Play: internal pitch contest

Bi-annual or annual event.

For 60-120 minutes, gather all your Sales Reps in a room.

Invite C-level from your company that will act as fake prospects / clients.

In front of everyone: few selected Sales Reps will role play and pitch to them.

Both parties (C-Level & Sales Reps) will receive a different script:

• And your Sales Reps will have to achieve the objectives that you have defined: pain points, budget negotiation, product adoption, contract renewal, competition…
• Considering that C-Level will be given instructions on “What type of prospect/client they are”, “hidden objections/challenges”…

Depending of your Sales Team size, you have multiple ways to select the candidates prior to the contest:

• Top 4 Performers
• 1 Top Performer per Country
• Voluntary basis
• Random

You could run 2 sessions:

• Session 1 : 4 Sales Reps with the CRO
• The audience votes for the best 2 role plays
• Session 2: Final pitch from the 2 winners with the CEO → with a new pitch and script

Pitching in front of everyone can be stressful. Specially if english if not your mother tongue for instance. So you need a moderator to create a peaceful and genuine environment.

But - it can be a formidable way to:

• Detect new talents and perfect their pitch with “C-Level” conversations
• Help the C-Level connect with the teams and for them to see by themselves the teams’ knowledge and level
• Facilitate best practice sharing. You always learn from listening to the others

Anchor(wo)man: knowledge sharing

To perform at team or country level → a small audience with native tongues facilitates a genuine atmosphere.

Have 2 Sales Reps present recent industry news, from last quarter.

It’s about real market trends and insightful information - but with a chill format.

It’s a good way to both learn and get out of the day-to-day.

It also develops public speaking.

Card Deck: hot target list

Identify 52 prospects targeted by your company or your country.

it could be 52 contract renewals, 52 top clients live on a new feature, you name it.

From 1 point card (1,2,3’s…) to 10 points cards (King, Queen).

Give the card to the Sales Reps that scored (a card is something tangible, which is always nicer).

Setup ideas:

• Run a quarterly individual competition: the winner (# of points) get something
• Or it could be a team level, during 6-12 months if, collectively, you’ve managed to collect X # of points