Slides from Sam Nelson Livestream about sales incentives

1. Sales Incentives

3. SURPRISE!

7. Surprises
1. Build anticipation
2. Create buzz
3. Introduces FOMO

8. Great cover for doing
something ridiculous

9. Surprises, unicorns, ridiculousness...
Whether people like to admit it or accept
it, life is more fun with fun.
Occasionally do something outrageous
and see how people respond.

10. Adults are really just grown up kids.
Sam Nelson

11. Opulent Prizes!

13. Give prizes that reps would
not justify purchasing
themselves

14. You can set this up for yourself!
If you are a rep, you can leverage the benefits from this
whether or not your manager sets it up for you.
I definitely set this up for myself. If I hit X% of quota I
would buy something (actually usually some experience) I
wouldn't otherwise justify.

15. Pro Tip: If you have a significant other,
make your incentive an experience that
includes both of you!

16. Put Yourself Out There

18. Having someone in a
leadership position do
something self-deprecating or
embarrassing is fun and sets
a good tone.

19. Public Recognition

21. As a rule of thumb: When
your SDRs start rolling their
eyes at the number of awards
given out, you are probably
getting close to the sweet spot.

22. There is no downside
for going over the top
here, flood the pool.

23. Weekly MVP

24. MVP of the
WEEK
MVP! MVP!
MVP! MVP!
MVP! MVP!

25. 1. Have a google form that allows everyone to
name someone that they think deserves to be
the weekly MVP and an open field to put the
reason why.
2. Use 30 minutes once per week to read
anonymous compliments and award the winner.
3. Let the winner each week keep the trophy.
How?

26. Why this format?
-At work we are in the business of solving problems, therefore, the most negative
behavior and aspects of work receive an irrational portion of our attention. .
-This creates a reason to focus on the positive and a mechanism for sharing good
vibes.
-This creates a culture where compliments are easy to give.
-It reinforces company values

27. Sincere compliments are rocket fuel for
a positive company culture
Sam Nelson

28. Define the Culture
Create Lore

32. Burger Filet
Japanese “A5” Wagyu
Good Amazing!!

36. Unusual generosity like Steve Ross
showed at the Agoge celebration is a
powerful way to show gratitude, build
rapport, and drive home important
messages

37. Long-Term Goals

38. If an SDR can tie success in their role to a
long-term goal that they are excited about,
they believe they can accomplish, and feel
good about…
They will almost always be successful.
Sam Nelson

39. This needs to come
from the SDR

41. Thank you!

42. MVP of the Week Form Example

43. SDR Shout Out Examples
-SDRs that Exceeded quota
-Pipeline generated
-Most closed revenue
-Highest connect to meeting set rate
-Highest hold rate
-Highest meeting held to SAL conversion
-Highest dialers
-Promotions
-New SDRs
(We do the top 5-10 in a lot of these categories)